Apologize
When you have disturbed someone catching them off-guard - it is likely going to make them a bit irritable. I've found the best way to diffuse this is by apologizing (and sometimes profusely!). It bring you down to a natural human nature - in essence telling them that you are down to earth. It's all about tonality (and I should put an audio file of myself saying it - but not too sophisticated yet!), the way I say it is "Oh, I'm sorry" and this goes a long way of keeping them from hanging up.
Then I say one of the following after apologizing:
- I didn't realize this is your area of expertise
- I must have not had my records up to date
- I probably mixed you up with someone else, etc.
The only thing, I don't apologize about is taking up their time, I never say "sorry to take your time/disturb your day, etc.". Why - there is no point, you are in the sales profession and you are going to take up their time. It's almost as if you are apologizing for choosing your profession - don't - be proud of it!
This ends the series on my tips on preventing hang-ups while cold-calling, I hope it's been valuable. I have appreciated the feedback I have gotten so far and look forward to more.
Have a great weekend folks!
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