Don’t Ask Stupid Questions on A Cold Call

Asking questions is good. Asking stupid questions can kill a sales call. So what questions qualify as stupid? In today’s world with easy access to the internet and everyone having an online presence, you can get basic information about a prospect with 2 minutes of research. Prospects expect you to do at least that much so you don’t have to waste a lot of precious time on a sales call getting the basics. Your conversation (even the initial one) should demonstrate that you thought enough of the person to spend a few minutes to do basic research. I know it is conventional wisdom that “there is no such thing as a stupid question”. However, even intelligent questions asked at the wrong time and with the wrong tonality will appear to be aggressive to the prospect and that is not a good approach. Be respectful of the prospect by doing basic research (but not too much), don’t be arrogant, and converse either the prospect and you will not be perceived as asking stupid questions.

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