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?