How To Screw Up a Call

  • Piss off the gatekeeper
  • Talk too soft or too loud
  • Forget to find out if you got to the right person
  • Don’t find out if they can’t possibly talk right now
  • Mumble
  • Eat while on the phone
  • Distracting or embarrassing background sounds
  • Blather on about trivial nonsense like sports or the weather
  • False ingratiating insincere flattery
  • Glad-handing and false cheerfulness
  • Overbearing and won’t stop talking
  • Using clichés “till the cows come home”
  • Ego-driven gratuitous use of technobabble
  • Failure to simplify complex topics
  • Failure to qualify prospect financially or make payment options available
  • Gender, age, racial and other insensitivity, stereotyping, and prejudice
  • No research or preparation for call
  • Ignorant about product and industry
  • Clueless about how business works
  • No sales process to follow, instead wings-it
  • Easily capitulates to questions allowing prospect to guide conversation
  • Too cowardly to ask for an decision
  • Won’t shut the X up when the client gives buying signals
  • Agrees to “call back tomorrow” while prospect “thinks about it”

The best way to screw up a call is to sound like a telemarketer – reading a script, monotone robotic voice, no prior research, few meaningful questions, answers not sincerely listened to.