Pattern Disruption & Steamrolling Gate Keepers

Alright, so we ended that last section with “nailing the greetings on calls,” and … this is crucial …

I mean, inside sales, outside sales … doesn’t matter. It all starts with a phone call … or at least with leads you get from my team.

But there is a variation to this, and it’s when they identify themselves when they answer the phone, like …

RING, RING, RING …

Them: Hello, this is Dave?

In this instance, it STILL WORKS … to say: “Hi-yes, Dave?”

I mean, trust me, he’ll still say “Yes?” and fall right into the trap … BUT … it’s a little weird because he’s already said his name, so it seems like maybe you weren’t … paying attention and it can send off signals that trigger … cognitive dissonance … in Dave’s mind …

I mean, it still works, though … but … the other variation … what I do when this happens, and I’m prepared for it every time I make a call because it’s either gonna be A: they just say “hello?” without identifying themselves, which is the majority of the time … or it’s B: where they identify themselves

But anyways … it goes like this:

RING, RING, RING

Them: “Hello, this is Dave?”

You: “DAVE! Hey! This is Tom, calling over from Wherever?” And I’m just calling to … (then the rest of the call).

Guys, seriously … That SPARK … of ENTHUSIASM is CONTAGIOUS … and at that point, you got’em hooked.

Does it mean they’ll be immediately ready to sign? Of course not!

But … from that point forward … they’ll be HAPPY TO BE SPEAKING WITH YOU instead of rushing you off the phone … which is what happens when you sound just like everyone else, like:

“Hi, my name is Thomas Hurley, calling from COMPANY… May I please speak with Mr. David Milo?”

Or …

“Hello, this is Thomas Hurley, calling from Wherever … Thank you so much for taking my call … How are you today?”

You hear stuff like this, and what does your brain start doing? … It starts racing for a reason to get off the phone!

Like … you’re not saying it, but when you hear normal greetings like this, you’re just, immediately thinking:

WHO ARE YOU AND WHAT DO YOU WANT?” And “I DON’T HAVE TIME FOR THIS RIGHT NOW.”

And you know what I’m talking about.

Plus, in an industry like ours, where it seems like hardly anyone has a direct line and you’re constantly dealing with Gate Keepers …

I mean, think about it … if you sound just like everyone else out there, then what do they do?

They SHUT YOU DOWN … because … it’s their job to keep intruders out AND that’s NOT … how people … who know each … other speak.

Get it? It’s not … in-the-familiar, like when you sound NORMAL, like everyone else out there … then you sound like a STRANGER, and Gate Keepers are just doing their jobs, really … I mean, it’s their job to keep the strangers OUT.

Meanwhile, say something simple like, “Hi-yes, Dave? Which is what’s known as a PATTERN DISRUPTOR

And they’re like, “Oh, no … you got Tom, let me put you through … and they just step out of the way. I’m not even kidding …

My team does this … all the time. We call it Steamrolling Gate Keepers.

Guys … this is some secret-weapon type stuff here …

Like think about it … people hear the same old greetings all the time, so they typically offer up almost … pre-programmed, blow-off responses, especially Gate keepers …

Where they’ll cover and say the person you’re calling for is … “In a meeting right now” or “Out of the office at the moment … may I take a message?” … and they’ll do this even if the person is STANDING RIGHT THERE

Here, I’ll show you a few examples:

 

 

 

 

Published by Thomas Hurley

I am a father, husband, drummer, boater, marketer, communicator, animal-lover.

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