Speaker A argues that commonly used, generic opening questions in sales (e.g., "How are you doing today?" or "How's your day going?") trigger automatic resistance in prospects. Even if a salesperson genuinely intends to listen, prospects assume insincerity because those questions are a familiar sales cliché and cue negative past experiences with salespeople.
And even if you are genuinely interested in how every single prospect's day is going, and you plan on listening to how their day is going for the first 10 minutes, your prospects don't believe you are. Why do they believe you're not generally interested in their days going? When you ask generic questions like how you doing today? How's your day going? Because they are used to every single salesperson who's ever tried to sell them anything, starting off with what type of question? How are you doing today? How's your day going? Do you know what that triggers in the brain? It just screams red flag. Salesperson trying to sell me something. Because their mind immediately goes to where all the negative experiences they've had with every single salesperson's ever tried to sell them something.
