Stop Being so Polite

brian-wangenheim-5Qhrd6hsZdc-unsplashDon’t make the same mistake I made when I started my first sales job cold calling years ago … with no training.

I mistakenly thought strangers would be happy to hear from me because … why not?  After all, they could buy top quality office products from my company and I was politely phoning to let them know how they could get these necessary products.

The Wrong Way to Begin a Cold Call

Me:  After introducing myself – “How are you today?”

What was the reaction from the listener?

  • 90 percent of the time the listener either immediately hung up, or
  • Transferred me to another extension without saying a word, or
  • Used words I won’t repeat here..
    :-(
    Later I learned that when a stranger calls and immediately asks “how are you today,” most folks KNOW that caller is going to try and sell something. I also learned that there are more effective ways to begin a cold call with someone who does not know you..

    The First Question Matters – and Here’s Why
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    Thanks for reading – here’s wishing you a healthy and fun day!
    Ann
    PS – the next one-to-one e-Course begins Wednesday. You can see a description of how the course works on this page.
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    Questions about the course?  email me: annbarr@annbarr.com. I’ll get back to you as soon as possible.  You can see the Registration form on this page.
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    PPS – Interesting feedback from recent e-Course students:
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    “This program is really great! I’ve learned how to personalize the message for the prospect and have been able to find companies who are looking to buy within the next year. The worksheets very naturally drag out ideas for me. As a result of this course, I am a lot more confident than I was. Thanks for all of your help, Ann.”
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    Chad Hale, Business Development Director
    Superior Document Solutions, Duluth, Georgia
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    “Ann, during your e-Course I have gotten more confidence in speaking and relaying to people the information I need in order for me to help them. People seem to respond and open up to me with more information. Thank you!”
    Marie Grace Dace, Account Executive
    Maunakea Integrated Solutions
    Honolulu, Hawaii