Top 5 Counterproductive Questions to Never Ask on a Cold Call
Don’t make personal small talk with strangers who know you are selling something.
One of the biggest challenges for most entrepreneurs and small business owners is making cold calls to new sales prospects. These calls are the first step in your sales process, and it’s important to make a good first impression on your potential customers. But unfortunately, lots of small business owners and entrepreneurs unwittingly sabotage their sales relationship before it starts. Without meaning to, even if you’re just trying to be friendly to customers and sound natural on the phone, you might be asking questions that are derailing your sales process.
Here are some of the most counterproductive questions I’ve ever heard being asked on a sales call:
1. “How are you doing?”
You might think it’s a good idea to open your sales call with a simple conversational greeting like “how are you doing” — it sounds warm and fuzzy, right? Unfortunately, this simple question often confuses your prospects because it suddenly puts a burden back on them.
2. “Have you heard of us?”
Unless you work for the most-recognized company in your industry, or work for Amazon or Facebook or one of the other biggest companies on the planet, most people on your prospecting list might not have heard of your company before. But that’s OK! Especially if you’re a solopreneur or a new startup, don’t remind them of the fact that they might not have heard of you.
3. “Are you the decision maker?”
One of the hardest aspects of B2B sales is that sometimes you have to spend time and resources upfront just identifying the right decision makers and influential leaders within the prospect’s organization. So it might sound like a great idea to just come right out and ask if the person on the phone is the right person for you to be speaking with. However, this is often a turnoff for your prospect.
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Have a great day and an even better sales week!