Sending Mixed Signals?
Cold Calling Techniques, Stephan Schiffman, tells us the best way to get a person’s attention:
“Most salespeople think they have to say something unique or provocative to grab a prospect’s attention. Such as, ‘If I could show you a way in which you could….’ Actually, that approach builds mistrust and makes your job harder. The easiest, simplest way of opening up and getting the prospect’s attention is by saying his or her name. Call up and say, ‘Good morning, Mr. Jones.’
It’s that simple. It’s so simple it’s almost scary.”
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