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"So what is this about?"

by CMCarlin
12 replies
Ah, the dreaded question that can make everything tumble to the ground.

This is what a prospect asked when I did a cold calling run today.

And, I blew it.

It's just the way it goes sometimes. Sometimes you don't have that...panache... and you find yourself saying the wrong thing.


In this case I started to explain the service I was trying to offer....

Instead of focusing on what it could do for him and get back to the topic of setting an appointment.

Oh well, live to fight another day. It ain't over yet! He is in my sights, and I am ready to pull the trigger.

Next up, drop-in, with a demo site ready to show him.

Wish me luck!


So lets talk about YOUR over-the-phone fumbles. Don't be shy- we've ALL done it.

What are some of your most memorable flubs?
#so what is this about
  • Profile picture of the author GailTrahd
    Talking to a hair salon a couple of years ago and really new at phone stuff. I was fumbling so much she just hung up on me Life goes on!
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    • Profile picture of the author Limekwat
      I'm pretty phone savvy but I got ridiculously nervous on a call today for some reason. It happens, you've just got to suck it up and gather yourself and make sure it doesn't happen next time.
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      Small Business Marketing and Small Business PR in Orange County
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      • Profile picture of the author CMCarlin
        Yep, I agree.

        It's a CHALLENGE. And I like that.
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    • Profile picture of the author cherry_b
      Originally Posted by GailTrahd View Post

      Talking to a hair salon a couple of years ago and really new at phone stuff. I was fumbling so much she just hung up on me Life goes on!
      hahaha I feel your pain
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      • Profile picture of the author kenmichaels
        was literally in the middle of getting the credit card numbers for a 8k deal.
        .... i knocked my coffee onto my brand spanking new laptop. ....
        and dropped the F bomb ....

        never did get the rest of those numbers

        its years later, and i still get embarrassed thinking about it
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        Selling Ain't for Sissies!
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        • Profile picture of the author CMCarlin
          Originally Posted by kenmichaels View Post

          was literally in the middle of getting the credit card numbers for a 8k deal.
          .... i knocked my coffee onto my brand spanking new laptop. ....
          and dropped the F bomb ....

          never did get the rest of those numbers

          its years later, and i still get embarrassed thinking about it
          Oh man! That is one expensive f-bomb! I think that one tops the list so far.

          What they do? Just hang up on you? No chance to explain what happened (not that I think that would have helped)?
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          • Profile picture of the author kenmichaels
            Originally Posted by CMCarlin View Post

            Oh man! That is one expensive f-bomb! I think that one tops the list so far.

            What they do? Just hang up on you? No chance to explain what happened (not that I think that would have helped)?
            no, he did not just hang up, he was an older southern gentleman,i explained what happened, but he very politely informed me that he could no longer do any business with me, as we had different values.... and then he apologized to me ... then said good bye.

            I believe it is because of how polite and humble he was about it , that makes
            it so very very embarrassing for me... to this day.
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            Selling Ain't for Sissies!
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            • Profile picture of the author StrategicCheetah
              Originally Posted by kenmichaels View Post

              no, he did not just hang up, he was an older southern gentleman,i explained what happened, but he very politely informed me that he could no longer do any business with me, as we had different values.... and then he apologized to me ... then said good bye.

              I believe it is because of how polite and humble he was about it , that makes
              it so very very embarrassing for me... to this day.
              Maan, you shouldn't feel embarrassed about that, its human nature. I think the business owner who decided to cancel a deal, which clearly he was heavily invested in, just because you used a naughty word should be the one to feel embarrassed.
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  • Profile picture of the author danielkanuck
    Just one more reason why i could never do cold calling lol... you'll more than likely make back this 1 lost prospect hundreds of times more (in terms of income) in the future.
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  • Profile picture of the author shane_k
    In my last job in a fitness center we used to have to focus on setting appointments all the time and people always wanted to know prices before the appointment.

    our numbers showed that if we told the person the price before the appointment, they more then likely wouldn't show up.

    After testing many different things, I found that telling them something like, "well, I could tell you the prices over the phone, but we have many differnt options available and I would be doing you a disservice because I don't know what would be best for you without finding out more about your goals and what's important to you. So how about you come in, and we can sit down and talk about what is important to you, and then we can find something that works for you."

    if they still objected, then I would say, "Well, I will give you the price. But I just want you to know that most times what we find happens is that people then shop around for the "best" price, and sometimes the so called best price doesn't match your health and fitness goals."

    The reason I am sharing this is because you could say something similar next time a prospect asks you that question.

    Just say, "Well, I could explain it to you over the phone, but I don't know enough right now about what is important to you and your business goals, to show how this can be of value to you and your company. It would be wrong of me to assume that I know enough about you and your own business, without first sitting down and talking with your and finding out what's important to you, and your company, and what individual challenges that you face. Once we do that then I can show you how I can be of value to you."

    This is just off the top of my head, but I am sure you get the idea. Test it out and let me know.

    shane_K
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  • Profile picture of the author Bayo
    Talking to the son of a business owner who just happened to have the same name except for the fact that dad is Sr and he is Jr!

    BAYO
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