Should we ask, “How are you?” at the start of a cold call? It’s a great question and one which salespeople and sales trainers alike are split on and spend a lot of time debating in sales training programmes, seminars and courses!
Do you want to sound disingenuous?
Whilst accepting that there are always exceptions to every rule, I’m, for the most part, on the not side. My main reason is that most salespeople do not sound like they mean it and most potential clients think it’s disingenuous! Here’s a real conversation that took place from one of my delegates on a sales training course who would not stop asking this question…
Sales: “Hello X, it’s Y here from ABC company. How are you today?”
Client: “I’ve been off sick for two weeks and have just got back today.”
Sales: “Oh. The reason for the call today is…”
Oh, come on! How rude is that?! Right at the start of the call our “hero” has totally ignored his potential client. Disaster. But , on of the problems is that the alternative conversation where we delved into his private life was unlikely to go much better…
“How convenient is it to speak?”
Far better to realise that clients are not hanging around hoping for cold calls and to ask the more polite question, “How convenient is it to speak?” This question is rarely asked because salespeople have the mistaken belief that by not asking it clients are more likely to stay on the phone… righto! You can learn more about how and why you should ask permission and what to expect when you do use it in future articles and my sales training seminars and No Fear Cold Calling programmes.
By Gavin Ingham
Make quantum leaps in your sales, deliver awesome presentations and set yourself on the road to success. Check out my books, audios, DVDs & programs now in my Success Store now. Guarantee your next event is a rip-roaring success with motivational speaker Gavin Ingham.
Want weekly inspiration? Join my free Success Newsletter and get my tips, strategies and tools straight to your inbox.
Do you want to sound disingenuous?
Whilst accepting that there are always exceptions to every rule, I’m, for the most part, on the not side. My main reason is that most salespeople do not sound like they mean it and most potential clients think it’s disingenuous! Here’s a real conversation that took place from one of my delegates on a sales training course who would not stop asking this question…
Sales: “Hello X, it’s Y here from ABC company. How are you today?”
Client: “I’ve been off sick for two weeks and have just got back today.”
Sales: “Oh. The reason for the call today is…”
Oh, come on! How rude is that?! Right at the start of the call our “hero” has totally ignored his potential client. Disaster. But , on of the problems is that the alternative conversation where we delved into his private life was unlikely to go much better…
“How convenient is it to speak?”
Far better to realise that clients are not hanging around hoping for cold calls and to ask the more polite question, “How convenient is it to speak?” This question is rarely asked because salespeople have the mistaken belief that by not asking it clients are more likely to stay on the phone… righto! You can learn more about how and why you should ask permission and what to expect when you do use it in future articles and my sales training seminars and No Fear Cold Calling programmes.
By Gavin Ingham
Make quantum leaps in your sales, deliver awesome presentations and set yourself on the road to success. Check out my books, audios, DVDs & programs now in my Success Store now. Guarantee your next event is a rip-roaring success with motivational speaker Gavin Ingham.
Want weekly inspiration? Join my free Success Newsletter and get my tips, strategies and tools straight to your inbox.
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