Hi ,
Before a buyer decides to buy, a salesperson has to decide to dial. If that call keeps getting put off, there's no conversation to move forward.
If you're managing someone who keeps putting it off, I understand the temptation to say, "Just phone 30 people a day." But I'd like to hand you a phone and say, "Show me."
I still do this work. I can spend two or three hours prospecting and count myself lucky if I actually speak to ten of the people I'm trying to reach. Finding the right person is a grind. You phone reception, ask who handles what, get transferred, discover they're unavailable and try again later. Somewhere in there, you capture it in your CRM.
Give me a clean list with direct numbers and the picture changes. But if your salesperson has to find the person first, you need to allow for that work. Spend a morning doing it yourself. You may look at the target differently.
Of course, there's also the salesperson researching long after they have enough information to make the call. Or making another coffee because they're wondering what to say if someone tells them to bugger off.
And when they do dial and someone answers, what happens next?
That's what we'll work on in Earn the Conversation, my half-day Commercial Decision Design working session on prospecting and cold calling.
We'll look at what stops you phoning, finding the right person, and what to say when you reach them. You'll work on your opening, what comes after it, how to respond to "I'm busy", "I already have a supplier" and "I'm not interested", and how to ask for a meeting.
I'm limiting it to 12 people, so everyone gets time to practise their own script, get feedback from me and try again.
Bring your own offer and the kind of prospect you want to reach. We'll work on the calls you actually need to make.
EARN THE CONVERSATION
Half-day working session
R1 997 per person · Limited to 12 participants
Date: 26 November 2026
Time: 09h00 - 13h00
Venue: The Tryst, Kramerville
Refreshments and lunch included
If you'd like to come, or send someone from your team, reply to this email, and let's talk.
You're the job.
Commercial Decision Design
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