Preventing hang-ups when cold-calling - Tip # 2

Let's continue with more helpful tips on preventing hang-ups, so here is tip #2:


MAKE A MISTAKE!


I have found this to be extremely helpful.  Why?  Because inherently people like to correct others - so if you are in a call - make sure you purposely make a mistake as the other caller instead of hanging up will try to correct you.  By doing this, your goal is to do the following:

• increase phone time and have them become warmer to you
• get them to speak more
• gives them the upper hand of feeling special by making them feel they know more

When all of the above happen, then they might drop their guard and let you have a better chance of letting you ptich to them.


How do you make the mistake, here are some suggestions:

• So it needs to be carefully planned, one of the easiest ways I have done it is by calling someone else other than my target person within the same department and make a mistake that assumed they would be handling the responsibility.
• If you know of a fact about the company, make a mistake by stating the opposite of the fact, for example, you can say that they had looked into a similar product or service but make a mistake on the reason why they didn't go for it.

Anybody have some more ideas?  Any agreement/disagreements?