The sales race looks like this

You/the sales person:

On your mark.

Get set,

Go! — Get engaged as fast you can.

The prospect:

On your mark.

Get so

Go! — Hang up as soon as possible

The sales race is competitive. The person out of the blocks fastest wins.  There is little room for error.  Sales has to offer a reason to connect in seconds. If you can’t get the prospects attention right away, the prospect gets out the blocks first and the race is over and the prospects wins — dial tone!

The client wants to hang up.  You want to engage. It’s a race.  Someone is going to win. Is it going to be you?