As a preamble, we knew that the potential customer probably got way over charged on their current Sharp copier lease. The staff has being saying to three of our sales people over the last five years that they did not want to talk about copiers.
The telephone conversation started with in a slow measured voice " I am not interested in talking about copiers"
The sales person responded, " This is what I do for a living, I think I can save your business a lot of money and I have two small dogs to feed. Can I get 5 minutes of your time"
The women on the other end of the line was disarmed and said OK (maybe she was a dog lover). The sales person has a current quote replacing a black copier with a color copier and can decrease the potential customer's costs by approx $150.00 per month.