Jeff Graber
May 24, 2023
Jeff Graber May 24, 2023

Did I catch you at a bad time?

That’s a “No oriented question.” They are primed to say “No” to a sales call, so you just gave them a scenario where they get to say “No” and you get what you want.

It seems like almost everybody else is having all sorts of issues

Sets the stage for them to say, “Well, we do have this one problem…” It creates a safe space to complain.

if your Internet takes a break your whole business stops, right?

That’s putting some fear into them. They’re thinking, “Everything *is* cloud based now, so this is a big deal.”