Brian I just read your book and I now have a Precise Call Sheet going for each customer contact I make.

So first of all I enjoyed your book and do thank you for the information.

I have just started selling printing after 27 years of being in the production end of printing, the last fifteen in upper management. I work for a company that is not well known in the market and this is the response I am getting. “Well we have a pretty good list of printing vendors feel free to send me a pack of your samples and an email telling me of your company and your capabilities but I am not interested in a new printer right now”

Brian do you have any suggestions for how I can keep the conversation away from that subject and how can I overcome that objection.

Mike, I am glad you enjoyed the book. Let’s address the stall you are getting from the prospects. The BIGGEST emotion you need to create in an early prospecting call is CURIOSITY. It sounds to me like you aren’t sparking them to feel and say, “Hmm, let me hear more.” So you need to develop a high impact curiosity building COLD Engagement question. Take a look at this excerpt from the book:

The engagement question that I have found most successful is as follows:


“Would you be interested in hearing how we can ______?”


Simply fill the blank in with the key benefit or benefits of the product or service that you are trying to sell. Some examples might be:

·Save you $142 a month?
·Save you 90 minutes a day?
·Give you peace of mind by increasing your coverage by $100K?
·Make you more efficient by helping you double your output?
·Help you become your company’s top performer in 20 days or less? (That’s mine)

The key here is to make sure that you are as specific as possible when filling in the blank. Make every attempt to have your ________ contain something tangible. Numbers and percentages help do this. Be PRECISE. Stay away from high-level, fluffy jargon.


Come up with three or four of these questions and after they say, “How are you going to do that?” Then go to CLEAR questions. Does that help?