What’s your reaction when you answer the phone and are greeted by:
“Hi! How are you today?”
Red flag! Sales call! Pull up the draw bridge. Release the crocodiles into the moat!
Yes, our defenses are immediately set in motion by what the sales person believes to be a simple greeting of courtesy.
So, why do sales people continue to do it? The answer is – they shouldn’t – EVER again!
Why? Because the most courteous thing you can do when calling a decision maker is NOT waste their time.
Those three or four words do just that – waste their time – and also immediately identify you as an amateur sales person who is probably going to waste more of their time.
Is it time to drop the courtesy and become a sales professional?
How are you now?