I was recently coaching someone who was struggling with a major frustration: about two out of every ten people were hanging up on her during the very first few seconds of her calls. What was confusing for her was that these weren't even cold leads—they were people who had actually responded to an advertising campaign and indicated interest.

So, why were they cutting the call? The culprit was a simple, seemingly polite phrase: I hope you’re doing well.

If you are in the habit of starting your sales calls with "I hope you’re doing well," "Happy Sunday," or "Happy New Month," I’m cutting straight to the chase—it is not a good idea at all! These phrases are dead giveaways and obvious signs that you are a salesperson. The moment a prospect hears that forced friendliness from a stranger, they know it’s a sales call and their immediate instinct is to get away.

You cannot manufacture rapport at the beginning of a conversation. There is no rapport to be built in those first few seconds because you don't know each other yet. When you try to force it, you end up sounding disingenuous and inauthentic.

Here is the better way to open:

Stick to customary salutations: Use a simple "Good morning," "Hello," or "Good day."

Verify the person: Politely confirm you are speaking to the right individual.

Identify yourself and your intent: State clearly who you are and where you got their number (e.g., "You responded to our advert for...").

Check for interest and time: Ask if they are still in the market or if they have a few moments to talk.

Your primary goal in these first calls is simply to figure out if they are still interested and to conduct a quick lead analysis. Real rapport—the kind where you ask about family or work—comes later, after you’ve actually gotten to know the person.

Make those first few seconds count. Be polite, be direct, and for heaven’s sake, stop sounding like every other salesperson.

If you want to dive deeper into these strategies or connect with me, feel free to call or send a message on WhatsApp at 08064662140.