From the course: Cold Calling: The First Seven Seconds
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Don’t ask detrimental questions
From the course: Cold Calling: The First Seven Seconds
Don’t ask detrimental questions
- Finally, we look at respecting your prospect, and there's an assured way. A lot of cold callers start with a bad connection and don't respect their prospects' time. They ask detrimental questions, detrimental to your relationship with the prospect, detrimental to helping your prospect find the solution, and, overall, detrimental to the sales process. Now, it seems strange that we need to address this. Why would anyone be asking questions that are damaging their own sales process and what could they be? But they exist and here's why. Making a cold call is a stressful situation and in stressful situations, we naturally tend to panic. If there's a moment of silence or a gap in the conversation that we feel we need to fill, then we tend to panic even more, which doesn't help. And as a result, our mind goes blank. We then blurt out the first thing that comes to our mind just to get rid of the awkwardness. So detrimental question…
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