Don’t Ask That. Ask This.
Cold Caller: "Good morning. Can I speak to Mr. Far…um…Far-cue-har-son?”
Me: “This is he.”
Cold Caller: “Hi, my name is Bob and I am calling from Awesome Print Company. Is this a good time to talk?”
Me: “Don’t ask that.”
Cold Caller: “Excuse me?”
Me: “Don’t ask me if it’s a good time. Of course it isn’t. It never is. It never will be. You will always be interrupting.”
Cold Caller (laughing): “Okay, then what should I ask?”
Me: “Ask me if you have have 5 minutes. No more. Just 5.”
Cold Caller: “Why is that a better question?”
Me: “Because you are more likely to get a ‘yes.’ 5 minute is finite. It is a short commitment. Go ahead. Start again.”
Cold Caller: “Hi, my name is Bob and I am calling from Awesome Print Company. Could I get 5 minutes of your time? No more. Just five?”
Me: “Sure, Bob. What’s on your mind?”
Learn sales best practices for cold calling inside The Sales Vault. Go to SalesVault.pro or call Bill Farquharson at 781-934-7036.
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Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.
