Avoiding the Top Three Trap questions when cold calling.
When making cold calls, many of us use certain questions that make our process more difficult. Here are the top three to avoid:
- “Do you have a moment?”
If you believe, as we do, that the targets we’re calling don’t believe they need us when we call, asking them if ‘they have a moment’ is just giving them a perfect way to get rid of us. Just get right to the point.
- “How are you today?”
If you think about it, when we call your friends, this is not the first question we ask; at least not in the fashion most of us ask this question on a cold call. This approach just signals that this is a cold call. Our target doesn’t believe we really care (do we really?), so if we’re trying to build credibility we’re off to a bad start.
- “Do you mind if I ask?”
This is not as big as the first two, but if the target is still looking for reasons to get rid of us, why give them the opening? Use the ‘I’m just curious’ or ‘I was wondering’ approach instead until we get them into an open conversation.
Very few of us like to cold call, so why make it harder? Avoid these questions and you’ll be more successful!
Caponi Performance Group and Contact Science jointly market the telephone prospecting and cold calling solution called The Prospector’s Academy™ under the brand name Coldcalling101. It is the only comprehensive solution to solving the biggest barrier to success in most selling organizations – the inability to secure enough Initial Appointments to begin the selling process. We accomplish that through simultaneously addressing both the efficiency and effectiveness of the process. We can be reached at 214 483-5800 or at barry@coldcalling101.com.
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