"Send me an email..."

When someone says:

'send me an email' on a cold call.

Some argue it's because you haven't sounded interesting or 'hooked' them.

Others think that some people just want something in writing first.

Both are potentially valid.

But it's worth considering that this is also a knee jerk reaction to a stranger calling - people aren't even conscious they're doing it half the time.

Their reptilian brain has overridden their conscious mind to protect against the caller...a perceived 'threat'.

I do it...you do it...we all do it.

This is why you often have to interrupt someone's pattern...their autopilot response during a call & not just at the start.

Disarming honesty helps.

"Send me an email."

'Of course, but do you mind if I'm candid for a moment?'

'Sure.'

"So...it usually means I've either been as dull as dishwater, caught you on the hop, or that you've simply responded on autopilot to get me off the line.

...or it could mean I've been so interesting, you've just GOT to see this in writing!"

Am I close?"

Then watch as they lower their guard and actually tell you something closer to the truth...

#sales #coldcalling