This can be a Sales Call: How to Begin Prospecting Calls with Integrity

“Hello. I’m looking for Sharon Morgen?”

“Sharon DREW Morgen.”

“What? Sharon Morgen?”

“No. Sharon DREW”

“Um. Hello. Have you been Mrs. Drew?”

“Ms. Morgen. That’s me. Is this a sales call?”

“Um. Hello. No. I’m with XYZ bank and I’m providing you something call.”

“Regarding what? I don’t conduct business with you. And you’re not allowed to be making a telemarketing call on me. So what sort of service are you currently offering free of charge?”

“Well, it’s not for free. But we thought you’d like to understand about our new banking services.”

“Ah. Therefore it IS a sales call.”

“We’re prohibited to say that.”

This call really happened.

Years ago I lost a large bit of business because I advocated telling prospects, “This can be a sales call.” For reasons uknown, the Sales Director was appalled that I’d announce it absolutely was a sales call. Who’d prospects think they were talking to? Their wife? Their mother? A family member? A pal? I’m a stranger, obviously. And why would I be calling them? Would I be from their child’s school, announcing an issue? Or from the neighborhood, with a report of a house on fire? What about an individual from the cleaner’s, telling them I’d lost their new suit?

What’s wrong with telling prospects that you’re placing a sales call? They’ll guess it anyway when they don’t recognize your voice. It may also be obvious because your opening remarks will likely sound uncomfortable – such as for instance a stranger placing a call to some other stranger.

But it doesn’t need to be that way.


Let’s start with the name game. Dale Carnegie used to recommend that sales representatives repeat the prospect’s name because he thought people loved hearing their very own name spoken. Whether that has been because the telephone systems in 1937 weren’t that great, or because that has been a commonly accepted belief, it’s no further the case. When we really know someone, we rarely use their name. Intimacy means not have to say someone’s name – there’s just this eye contact individuals have, or a special way of saying’Hi. It’s ME.”

Of course you utilize people’s names – I’m being slightly facetious here – although not repeatedly during exactly the same conversation, and infrequently, whenever you know someone well.

When you over-use a prospect’s name, it becomes a ploy to control them into liking you to help you fantasize that you’re their friend, and convince this person that you would like or have A RELATIONSHIP.

But it’s not true. Hearing their name spoken repeatedly by a stranger makes prospects feel a lot more detached.

And what about the assumption that they’re sitting there, waiting for this call, with nothing else to accomplish but take the call – even if it is a bank they conduct business with, or a charity they contribute to?

What’s it of a sales call that makes it about the sales person anyway? Why is it about the merchandise? Exactly why is it even about a purchase?

Why don’t you produce a sales call – even a prospecting call – an aspect of one’s brand? A way of showing your prospects that you will be supporting them and your product, by way of a collaboration (rather when compared to a sale)?


Let me back track for a moment. I’ve trained many tens and thousands of sales representatives; I will name using one hand the number of people who’ve eagerly sought out cold calling (and I’m certainly one of them. I LOVE it – what fun! Exactly what a neat way to access know people!). Why? Because sellers don’t wish to impose themselves on strangers. Because you think the prospects don’t have the full time or care. Because you get rejected. Because your ego says prospects should call you.

But none of that’s to be true. Let’s look at the pieces, and then go to know how they are able to each be mitigated with Buying Facilitation.