Cold Calling Tip #10: A Little Snarkiness Goes a Long Way
/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.
Transcript
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.
Here are some other tips and topics on Selling Skills from Joe Friedman:
Previous Cold Calling Tips...
Cold Calling Tip #1: Prospecting Is a Game
Cold Calling Tip #2: Why Even Make Cold Calls?
Cold Calling Tip #3: How to Make a Cold Call Warmer
Cold Calling Tip #4: Plan Your Cold Calls
Cold Calling Tip #5: Value to “Them” Gets You in the Door
Cold Calling Tip #6: A Positioning Statement Puts Your Best Foot Forward
Cold Calling Tip #7: Handling Resistance to Meeting
Cold Calling Tip #8: Make Them an Offer They Can't Refuse
Cold Calling Tip #9: Be CHARMing When You Get Resistance Cold Calling
Cold Calling Tip #11: Handling the Objection “I’ve Got No Time”
Cold Calling Tip #12: Three Last Gasps for When All Else Fails
Related Topics...
Socratic Selling Skills: How Socrates Sold
Buyers Should Talk More?! Selling Is Not Telling (revisited)
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Joe Friedman
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.