In sales, “How are you?” is nervous filler
It doesn’t engage a prospect
Instead, be human – try this:
“I’m glad we could find a time to chat. I just finished talking with my daughter about her college search and now I’m looking forward to our conversation.”
What do you think your prospect will say?
Something like:
- Oh, what school is she looking at
- What’s major is she exploring
- My kids are getting ready…
Etc..
By sharing something human (and truthful)
- You create a human connection
- This creates safety & trust
- This feels good
Give it a go, and watch what happens.