Most prospects will have unasked questions in mind when a salesperson calls.
 

• I don’t know you or your company
   
• I don’t know your products or services
   
• I don’t know the reputation of your company
   
• I don’t know who your other customers are
   
• I don’t how you treat customers with a problem after they sign up
   
• I don’t know if you or your company are qualified to handle our business
   
• How do I know you’ll do what you say you’ll do?
   
• Now, just ...