Colleen answers a Question from the the trenches

Hi Colleen,

I have heard you have between 4 and 30 seconds to make a good impression on a cold calling. Taking that into consideration what is the best way for me to open my call….and what should I avoid doing?


Thanks Erick,

You are right – 4-30 seconds is all we have before a prospect thinks to him self either “oh darn, it’s a sales person, how do I get them off the phone,” or “oh, this is interesting, I think I should stay and listen!” I think you would agree that we prefer the later.

In order to ensure your prospect wants to stay and listen you need to start with openings that create a relationship, rather than creating resistance.

How do we create resistance?

Generally speaking, resistance is created by openers that start with a clich