Call scenarios

Six scenarios in the order they actually happen on a call. Open one for the full transcript, the key move, and the hard nevers.

The gatekeeper

A receptionist, office manager or dispatcher answers. They are doing their job. Never disrespect them, never lie, never pretend you know the owner.

You reach the decision maker and they give you room: "Okay, what's this about?" One of the best situations you can get — and the easiest to ruin.

The most common answer you will hear. "We already have financing." "We use somebody." "We're good."

Often in the first five seconds, before you've said anything. This scenario tests emotional control more than technique.

The most common polite exit in cold calling. It does not mean interested. It does not mean uninterested. You have to find out which.

"What's your rate?" "What's this cost me?" "When do I actually get paid?" Often in minute one, before you've said anything else.