Joe DownsCEO & Co-Founder, Belrose Storage Group. Founder, Storage Moguls.

How To Open The Call and Get Then Talking

1 Apr 2026 · 1 min

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0:32

Joe Downs teaches how to open a sales call by making a specific observation about the prospect's business, then asking what they enjoy about it and what surprised them. The goal is to build rapport and get them talking instead of pitching.

Chapters

So, open with respect for what they've built, not flattery, an observation. I drove by your facility on Route 9 last week. It looks well-maintained. I could tell it's been well run. That's specific. That lands differently than a generic opener. Your purpose isn't to buy their facility today. It's to have a conversation about their experience in the niche. Ask about how they got into the business, what they enjoy about it, what surprises them. People who built something from scratch love talking about it to someone who's genuinely interested.