A salesperson has 15-30 seconds to grab attention on a cold call, but bringing that same aggressive energy to an inbound call where someone already agreed to talk feels invasive. Ask qualifying questions first. Pitch only after you know what they need.
When you're showing up to the door, they don't know who the fuck you are. You have like 15, 30 seconds to go make something happen. And then when you have like inbound calls where they booked in a call with you, they try to bring that same energy into a call. It's like, whoa, your pants are down and we just met. A lot of times they have to like reserve themselves and like not sell so hard, ask more like qualifying questions.
