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To: Kimberly Lee who wrote (9959)5/7/1999 6:42:00 PM
From: Jim B  Respond to of 13776
 
the reason his approach is successful:

<<: "Mr. Wilcox, I am a shareholder and I am very pleased with the
info I have gathered on your company.">>>>

1) Addresses the CEO with repect: Mr. Wilcox ... not "Hey there Joe"
2) States who is calling: "I am a shareholder"
3) States this is friendly call: "I am very pleased"
4) States what he is doing/wants "info I have gathered" (gathering info)
5) Ends with respect: "your company". Even though it's the shareholders' company not the CEO's by title alone.

All you in sales... take heed. This is marketing 101 right here; especially when talking to an executive who is extremely busy.

jim



To: Kimberly Lee who wrote (9959)5/7/1999 11:08:00 PM
From: Tom Allinder  Respond to of 13776
 
I don't use that open on everyone Kimberly... It sure works on upper level management though. I let them do the talking... I can usually tell if they are full of crap or truthful. Too much info is no good either.

Tom


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