I got a call today from Comcast, or at least that is what the “800 Service” caller said following the post-hello pause indicative of an unwanted call. Any doubt was confirmed when my name-mangling meter hit an all-time high and shattered. The caller proceeded to mumble something about Xfinity bundles and home security. With the strikes-against mounting, I was thinking that it would take a miracle to turn this call around. A tiny hint of WIIFM was way overdue and had to be coming. That’s when he asked the stupid question instead. “Do you have a home security system?”

“Why, no! Would you like to know when we will be gone next too? Perhaps it would be easier for you, and easier on my light carpets, if I just gave you my bank account information.” If your goal is to catapult yourself from interruption to scammer, I can’t think of a better question to ask than “Do you have a home security system?”

So yes, there are stupid questions and if you ask them, you will kill the sale. An 800 Service caller could be anyone. The person you are calling doesn’t know you and has little reason to believe anything you say. You simply can’t ask prying questions. You can create interest and provide value. If you make an offer, the benefit must exceed the risk, including the risk of dealing with an unknown. Put yourself in the recipient’s shoes. Would you be comfortable?

More important still, don’t use the same people Comcast did to train your sales team! Comcast provided this caller with poor advice, poor training, or both.

Oh, and don’t call late at night, early in the morning, during meals, when I am working, or on the weekend!