But what exactly can go wrong?
Posted: Sun Apr 20, 2025 5:48 am
"All relationships are based on trust, and trust is based on consistency." —Nicholas Boothman, author of The 90-Second Persuasion
The first 90 seconds with a prospect are much more important than you think. In this brief minute and a half, our prospects make decisions about who we are, what we want, and how trustworthy and important our opinions and intentions are.
This often happens unconsciously. And, whether we realize it or not, these cognitive biases greatly influence how we relate to others.
If you don't believe me, just remember the last cold call you received from your mobile phone service provider's call center.
How long did it take you to decide whether to continue the call? Did you make this decision consciously, or was it an automatic reaction?
If you're like me, within seconds you realized the call's intent. You thanked the sales representative and hung up before they could finish their initial pitch.
This is due to the call's initial focus. A good salesperson linkedin database begins any cold call by seeking to build rapport. The goal is to gain their prospect's trust.
This first call is more about relationship building than selling. This is where most, including call centers in Mexico, fail.
That's why I present you these 6 mistakes you should avoid when making a sale over the phone:
Mistake 1: Not being prepared.
Pre-call preparation is key. It's one of the ways I distinguish an experienced salesperson from a novice.
You need to make sure you're emotionally and physically ready and have relevant information about your prospects.
To ensure you're ready to make a cold call, you just need to be able to answer these three questions:
Am I in a good place to make the call?
Do I have all the necessary tools to be able to take full advantage of this call?
Do I have any relevant and specific reason to contact the prospect?
Having relevant information about your prospect makes all the difference when starting a conversation.
The first 90 seconds with a prospect are much more important than you think. In this brief minute and a half, our prospects make decisions about who we are, what we want, and how trustworthy and important our opinions and intentions are.
This often happens unconsciously. And, whether we realize it or not, these cognitive biases greatly influence how we relate to others.
If you don't believe me, just remember the last cold call you received from your mobile phone service provider's call center.
How long did it take you to decide whether to continue the call? Did you make this decision consciously, or was it an automatic reaction?
If you're like me, within seconds you realized the call's intent. You thanked the sales representative and hung up before they could finish their initial pitch.
This is due to the call's initial focus. A good salesperson linkedin database begins any cold call by seeking to build rapport. The goal is to gain their prospect's trust.
This first call is more about relationship building than selling. This is where most, including call centers in Mexico, fail.
That's why I present you these 6 mistakes you should avoid when making a sale over the phone:
Mistake 1: Not being prepared.
Pre-call preparation is key. It's one of the ways I distinguish an experienced salesperson from a novice.
You need to make sure you're emotionally and physically ready and have relevant information about your prospects.
To ensure you're ready to make a cold call, you just need to be able to answer these three questions:
Am I in a good place to make the call?
Do I have all the necessary tools to be able to take full advantage of this call?
Do I have any relevant and specific reason to contact the prospect?
Having relevant information about your prospect makes all the difference when starting a conversation.