If you read my posts or have worked with me in the past you probably know that I tend to frown (pun intended) on smiley-faced glad-handing and cheery schmoozing when it comes to dealing with prospects. It always comes across as disingenuous, alienating and occasionally a bit creepy. Why? well, because it is all those things.

A positive, but more even-tempered, casual and professional way of speaking to your prospect will get you much further in the credibility (read: trust) department. Skip the fireworks.

Your prospect knows that you are there for a reason, whether it’s a cold-call a follow up call or a presentation. If you project your intention respectfully and sincerely while giving your prospect ample room to engage or disengage you will eventually win the game of rapport. You may even find that you earn the added bonus of your prospect attempting to encourage, or win you over.

For example, my typical cold call starts off like this: “Hi I’m Rob calling you from XXXX, if I didn’t get you at a bad time can I explain the reason for my call and you can let me know if it even makes sense to talk?” Short, sweet and honest – As a side note, I have found over the years that anything other than a “yes” to this question usually means I’m not talking to a decision maker.

The unnaturally-positive voice can be the death-blow to honest rapport in most sales conversations and without trust, what do you have?