What do you say when your prospect’s phone asks why they should let your call through?

Apple’s call-screening feature has created a new gatekeeper for salespeople and this one lives inside your prospect’s phone. Before the phone even rings, you may have only a few seconds to give your prospect a reason to answer. Simply stating your name and company might be factually correct, but it does nothing to answer the question your prospect cares about: Why should I pick up?

In this episode, Bradley Hartmann breaks down how LBM sales reps can navigate the new “digital bouncer” and turn call screening into an opportunity to stand out from the countless generic sales calls competing for a prospect’s attention.

You’ll discover:

• Four practical ways to make your call-screening response more compelling through humor, curiosity, research, insight, and relevance.
• How to answer the three questions prospects instinctively want answered: who you are, what you want, and why they should care.
• How to replace boring, generic introductions with specific reasons for calling that can make prospects laugh, think, get curious, or recognize immediate value.

Play this episode to learn how to turn those few seconds with the digital bouncer into a reason your next prospect wants to pick up.

If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at [email protected] or visit our website and click on Increase Sales.

In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can’t close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline, even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.

New podcasts are dropped every Monday and Wednesday.