Comments on: The “How Are You?” Controversy

By: Suryamani Jena

Suryamani Jena — Wed, 12 Nov 2008 03:12:25 +0000

I try to avoid using ” How are you ” as far as possible and seldom use it.

Reason being if you ask a question expecting a particular answer to listen ” Fine” then there is no fun in asking such a close ended question as an opening statement for the call. In case you ask such a question expecting the answer to come as a close ended answer”Fine” where as ,in reality if it comes as an open ended answer saying I have such and such problem or I am not fine, then one must be mentally ready to handle the consequences then only one can use this question as an opening statement.

By: Leonard Harding

Leonard Harding — Tue, 11 Nov 2008 17:27:50 +0000

I use the ‘How are you’ line with established customers that I have worked with over a long period of time. In that context I think it’s perfectly ok to use it.

However when you are speaking to someone for the first time I guess some people may respond well to it but I would imagine the majority would put their defences up.

Whenever I get sales calls at home and they say ‘How are you’? My defences immediately go up and to a certain extent I am already switching off because generally it doesn’t sound sincere just like a line that’s well rehearsed.

It’s like marmite you either love it or hate it.

By: Dave Huxley

Dave Huxley — Tue, 11 Nov 2008 17:16:16 +0000

We sell business to Business. Our salespeople have to ask How is Business, not how are you.
This is a good opening question and shows a genuine concern.
If business is bad sorr to hear that perhaps we can help, If business is good congratulations

By: Jaqui

Jaqui — Tue, 11 Nov 2008 13:25:44 +0000

Hate it!

By: Sarah

Sarah — Tue, 11 Nov 2008 11:51:36 +0000

It only really works if you know the person and they know you. Otherwise it can sound insincere. I receive as well as make sales calls and whenever an opening line is “How are you?” I immediately feel uncomfortable as the person is being over famiiar and also wary as I suspect they are trying to sell something. So it can have the affect of putting you on your guard rather than making you feel all warm and friendly and open to a chat! With all calls of any type you need to remember that you are speaking to people – you are a person and each call needs to adapt to the situation and the person you are speaking to. So “how are you?” works best if used in moderation and at an appropriate moment.

By: Ingo Ender

Ingo Ender — Tue, 11 Nov 2008 11:43:39 +0000

Personally I do not have any problem with a cold caller asking how I am. To me it is a natural thing to ask and to open a call. What annoys me more are cold callers who forget to mention who they are and from which company they call.

On the other hand if I was to call someone I don’t know I am not too sure whether or not to use the “How are you” question. In my point of view it is more important to make sure the other person knows who is calling and why I am calling. Then, immediately you will feel the reaction on whether the prospect thinks your call is important or not.

By: Craig Hart

Craig Hart — Tue, 11 Nov 2008 11:38:58 +0000

I do not use it in cold calls. Most people today are busy and just want to get on with it.
If it is somebody I already know then that is a different story as I am genuinely interested and is all part of building rapport.

By: JULIAN SMITH

JULIAN SMITH — Tue, 11 Nov 2008 11:32:10 +0000

I hate it and it is an immediate turn off if used by anone I dont know. If the person is known to be and we have a relationship in place that’s fine becasue he is asking personally in the light of knoweldge of me. If I get a cold caller I just want to quickly know what it is about nor exchange pleasantries. I don’t mind a cold caller – we all have to do it but I want it businesslike and straight to the point. Then we can either stop wasting each others time or dvelop the call to our mutual interest.

By: Tom Parker

Tom Parker — Tue, 11 Nov 2008 11:24:17 +0000

I tend to find that waiting for the DM to ask the question makes all the difference – now i know that this may be 4-5 a day out of 150 – 200 calls that i make, but when they ask you the question never just say im ok or fine – talk about something that is happening at the moment (e.g “its a friday aft and cant wait for the weekend so quite excited at moment”).

I belive this approach does help you to become someone that the DM can imagin and relate to without everyone saying the same thing plus can start you into a conversation with them not just a pitch.

However i dont ask the question because they are expecting that so may only work on very few calls but when it does you know you have someone that will be willing to listen.

Kind Regards

Tom P

By: David Seaton

David Seaton — Tue, 11 Nov 2008 11:23:58 +0000

If it is a genuine cold call then for me it is an absolute no no, even if it is said genuinely. Most times it is part of a script and puts me completely off. It brings personality into the business process far too quickly, wastes business time and with me is likely to receive a very short reply.