Pattern Interrupt
A pattern interrupt is a sales technique designed to break the pattern of a prospect's normal behavior. By interrupting the prospect's normal pattern, the salesperson can more easily engage the prospect in a conversation, introduce a new product, or close a sale.
How to effectively use pattern interrupt on a cold call
A "pattern interrupt" is a technique used to disrupt an existing pattern of behavior or thought in order to change the direction of a conversation or interaction. In the context of a cold call, a pattern interrupt can be used to capture the attention of the person being called to break through any initial resistance or disinterest.
Here are some points to keep in mind when effectively using pattern interrupt on a cold call:
- Acknowledge: Acknowledge you are interrupting your prospect in whatever they're doing. Remember, smile while on the phone... They can't see but it makes a difference your tone of voice.
- Use a change in tone: A change in tone, such as speaking more softly or more loudly, can interrupt an existing pattern and get the other person's attention.
- Ask permission: Chances are you're prospect will be figuring out this is a sales call so before they can put their guard up and shut you down, ask for permission to take a couple minutes of their time. Pro tip: if you ask in the right tone, they almost never say "no."
- Use humor: Humor can be an effective pattern interrupt because it is unexpected and can change the tone of the conversation.
It is important to use pattern interrupt effectively and appropriately on a cold call. It can be disruptive if used too aggressively or at the wrong time. It is also important to be sensitive to the needs and reactions of the other person and to use pattern interrupt in a way that is respectful and non-confrontational.