It’s no secret that most people want to avoid sales calls. Once people figure out they have a salesperson on the line, they can’t wait to get off the phone.

Traditional sales advice is to cajole them to staying on the phone.

But forcing someone to give you their time is unlikely to bring about a positive response.

Instead, when I call a prospect, I say “This is a sales call. Would you like to hang up?”

It’s true, that some people are put off by the approach and do hang up. But about 70% chuckled and let the call proceed.

When a prospective buyer has given their consent to have a conversation, they have taken the first step toward buying in to the sales process.