Have you ever had that moment while cold calling where you are BRILLIANT? (and yes I said that like the Guinness commercial)
My response = “Great, who can I confirm that with?”
why was it BRILLIANT?
1. used my resistance handling technique of acknowledge & ask a question.
2. my acknowledgement was in a completely unexpected tone of voice for the gatekeeper.
3. the gatekeeper gave me the name I needed and transferred me over.
(and yes, I’m still thinking about Guinness too)