When you need to “assume”!

Jill Konrath makes a great point (complete with a phone script!) on why you must “assume” some things when calling senior executives. (Why you must assume….) It is crucial to establish yourself as credible immediately.  My strategy is to avoid “telling” the prospect about their business or challenges.  Rather I would start the call with “our customers are telling us how much the economy is impacting their ‘09 plans, and how saving money on …….is critical. How are you and your team adjusting to the changing climate?”