Our ability to take ourselves a little less seriously or to get the other person to smile or chuckle when we’re cold calling may help us get the meeting.
Our ability to take ourselves a little less seriously or to get the other person to smile or to chuckle—particularly when we’re cold calling—may have an impact on our ability to reach our objective which, as we know, is to get the meeting.
And so, what do you say when you somebody says, “I’ve got no time.”? You could say, “Well, neither do I!” If the reaction will get a chuckle.
Remember that sometimes cold calling is a game and you use a set of skills that is opposite. Well, one of the skills that I will use when I’m face-to-face is I’m going to be completely respectful. Sometimes when I’m cold calling I need to be willing to be slightly less than respectful. And if I can tweak them in some way... Isn’t is possible that that chuckle will change their perspective of me, will break the tension that usually exists when we’re cold calling, and might lead to a more fruitful conversation.
Previous Cold Calling Tips...
Joe has over 20 years experience in sales, training, and consulting. Selling and delivering training is Joe’s passion. Joe’s career path has taken him from the faculty at Northeastern Illinois University to First Chicago, to another training firm before joining his friend David (who kept calling, and calling, and calling) to form ZEHREN♦FRIEDMAN.