Short excerpt from a spoken training (YouTube video) coaching phone prospecting techniques. The speaker explains that the primary early goal is getting prospects to lower their guard and suggests using a playful tone and light humor in initial phone greetings because laughter triggers dopamine release and makes people more open.
Now let's say that I answer the phone and I immediately say, oh, Ryan. Yeah, how are you doing, Ryan? What would you say? I'm doing great. How about you? What is my first job? When I first start talking to the prospect, my number one thing I have to master is what getting them to what let their guard down. So a good way you can do that in this context is I can use a playful tone. So if you're like, hey, how are you doing today, Jeremy? Oh, you know, just hanging out, being the boring guy. What about you? Oh gosh, I'm sure you're not boring now. I'm not doing that to be the class clown. I'm doing that strategically because. Because that releases dopamine in their brain when somebody laughs. It's a chemical release. It releases dopamine in their brain where they start to become more open.
