What follows is an annotated transcription of a conversation between a recent sales training graduate and a woman he met online, first date.
In the Pre Call Plan, he has listed a few simple objectives, such as getting the prospect, er, the woman, to enjoy his company enough to agree to a second meeting.
Him: How was your morning?
Always lead with an Open Probe question to get things underway. Open probe questions, involving Who, What, When, How and Why, enable the prospect to speak in an unstructured manner. The much less effective approach is the Verb Led (Do you? Will you? Have you?) question, because it can only end in a Yes or No response, which is value neutral at best.
Her: Fine, thanks.
At this point, his purpose shifts from a Friendly Opening to Instilling Confidence and Trust.
Him: Tell me a little bit about what you do for work.
Non-threatening inquiry, designed to get the prospect to think he cares.
Her: I work in the public defender’s office for the County.
Would have been nicer to get a longer, more interesting response.
Him: I see, and how much free time do you have to, you know, go on dates?
Note Open Probe method but poor listening job here, as he should have asked more about her job, to appear interested. Asking about her free time? Were you awake in the sales class?
Her: Not very much at all, sorry to say.
Here he needs to recover immediately and become adaptable, engaging and agile.
Him: So, what would typically cause you to go on a date with a new prospect, I mean, guy?
Open Probe helpful, but this sounds too much like a Presumptive Close, where the prospect is going to feel pressure. The idea of “Always Be Closing” needs to be nuanced.
Her: When I do go on dates, which is infrequent, I look for someone who will help me get my mind off work, which can be very challenging.
Him: Have you visited Mauna Kea?
Where one can go to get one’s mind off of work, he is thinking, but it’s Verb Led, not a good play.
Her: What? Oh, you mean Hawaii? Yes, a couple of times.
You’re off the rails now. Get it back, fella; you’re losing her.
Him: Oh, yeah, I’ve never been there.
Her: You know, I have to get back to the office; let me give you a call… What was your name?
Which will happen about a week after hell freezes over, Bubba.
Craig Corsini is a writer and grandfather in Marin County.
