“Oh, I am sorry to bother you. It was my understanding that you were the person in charge of reducing operating costs and improving efficiencies. Could you tell me who I should be speaking to?”
Why it Works
This reply is positively brilliant and ingenious because it is rich in psychology. It subtly and politely shames the prospect. It indirectly reminds the prospect that one of their key responsibilities is to reduce costs, or eliminate injuries or improve efficiencies, or minimize risk, or whatever the benefit might be.
The reply suggests or hints that the prospects are shirking jordan telegram data their responsibilities. It’s a wake-up call and you delivered it.
Because your reply implies that you are talking to the wrong person, it doesn’t look or sound like you are chastising the prospect.
It sounds like you made a genuine mistake and that you are sorry for interrupting but you would like to find the person who IS responsible for these major benefits.
In effect, it looks as though you blew it… rather than the prospect.
Dozens of sales reps who have used this technique have reported that the prospect typically murmurs something like, “Ah…er…what’s this about?” When that happens, you have won. It doesn’t always guarantee you will get a sale, but it does mean you can move further into the sales call.
The script is clever and compelling but what really makes this response work is your delivery and the tone of your voice.
When you apologize, your tone must be sincere. You must sound like you, too, were caught off guard. In effect, you are in the spotlight and you must deliver your lines well. If you don’t, you can sound sarcastic and flippant.