Ryan Dohrn tells Jeff from Roswell, NM to stop opening calls with "how are you?" and lead with a value hook instead, like "I have a quick idea for you." When prospects get upset, apologize sincerely and ask when to call back.
Hey friends, Ryan Dohrn here, your sales coach, answering your questions sent in to ryan@ryandohrn.com. Next one, Jeff from Roswell, New Mexico. Cool museum in Roswell. Hey Ryan, I'm getting some negative feedback from clients that I'm calling on. I'm concerned that they feel that I'm being inappropriate. What are your thoughts? Well Jeff, you do have a job to do, but you always want to be very appropriate in the sales business. What I'd caution you though is when you reach out to somebody and you say, hey Jeff, how's it going? Or, hey Jeff, how are you and your family doing? Well, you just need to be prepared for the negativity that might come after that. So instead, what I'd encourage you to consider is reaching out to somebody and saying, hey Jeff, it's Ryan Dohrn here. I got a real quick idea for you. Could I share it with you real quick? Or something along those lines. Starting a conversation with, hey, how you doing? A lot of times leads you down a negative path that perhaps You don't want to go down. Now, of course, you want to be sympathetic, and if someone is upset with you, simply apologize. Ask when would be a more appropriate time to call them back. I'm Ryan Dohrn, your sales coach. Friends, you can find more about me online over at ryandohrn.com. Don't forget, if sales was easy, everybody'd be doing it. Take care.
