Let’s say you’re on a cold call, and it’s going well. You have a strong connection with your potential client. But the conversation starts to wander off the topic. And you’re not sure how you can regain focus without the other person feeling pressured.
Well, the traditional sales approach tells us to always focus on getting the sale. So when cold calling conversations start to wander, we’re taught to bring the focus back to our linear sales road, including having the potential client answer certain questions.