For example, let’s say you cold-call a prospect named John Smith, and he picks up the phone and says hello, to which you reply, “Hi, my name is Bill Peterson, calling from the Acme Travel Company. I’m looking for Mr. John Smith. Is he home?” Now, unless John Smith has been living under a rock for the last thirty years, there’s a 99.9 percent chance that he will strongly suspect that Bill Peterson is a salesman.
