You remember Lieutenant Columbo don’t you? Played by Peter Falk, Lieutenant Columbo was an Italian LA homicide detective that used his wit, eye for detail, and open ended questioning to solve murders. He was always underestimated by everyone in the show including his peers and criminals.
Catching someone off guard, Lieutenant Columbo always asked the most important question of his conversation/interrogation last and it often lead to the most sincere and helpful answer.
As in any script, you always have a point where the customer can say no; it is always somewher in gathering intelligence for qualified sales leads, and it is a turning point in most conversations.
One of the things that I have found to work around the ‘no’ objection or an unresponsive person on the other line is to just ask one more question similar to Lieutenant Columbo. I usually go with “I appreciate your time but just one more question and I will let you go” and follow up with an open ended question.
At Vendere Partners, we have found that using this sales technique will lead into either a complete and total shutdown by the prospect on the phone or will spur a three to five minuet conversation that will either move the ball forward with a follow up or close the conversation with a qualified sales appointment and helping you increase sales.