Episode #223: Cold Call Questioning Necessities

Unexpected overseas cold calls can be a minefield for busy executives. One unclear introduction, one missing credibility cue, and a potentially valuable conversation becomes an instant trust problem. This real-life case study shows exactly how cold calling fails—and what skilled sales professionals do differently to earn attention, qualify quickly, and protect their time.

A sudden call came in from an overseas number I didn’t recognize. Because our business is global, I stayed open-minded. There’s always a chance it could be a genuine international HR Director exploring training for their Japan-based team.

But within minutes, it became clear the caller was a UK Englishman based in Hong Kong, pitching investments in Nio, a Chinese electric car company. He pushed the idea of 60–70% returns in three months and wanted me to start with USD $5,000.

Mini-summary: A cold call that could have been legitimate business quickly shifted into a high-pressure, high-risk pitch without credibility or qualification.

Two things raised red flags right away:

1. Unclear identity. He spoke quickly, and I couldn’t catch his name.

2. Weak credibility signals. He shared his firm’s URL (a smart credibility move), but his name wasn’t visible on the site. When I asked where it was, he couldn’t tell me.

Eventually, I realized I had misheard his surname (Holt, not Hull) and confirmed he was real. But by then, trust had already been damaged.

Mini-summary: Even a real salesperson can feel like a scammer if they don’t establish identity clearly and guide the prospect to proof.

What is the “hanmen kyōshi” (反面教師 / instruction by negative example) lesson here?

This call was a hanmen kyōshi (反面教師 / instruction by negative example)—a perfect teachable moment in what not to do.

Despite being in sales “for many years,” he skipped the most basic cold-calling foundations:

• No slow, clear self-introduction.

• No trust-building structure.

• No attempt to understand whether I was a fit.

• No discovery questions beyond “Have you bought shares before?”

Mini-summary: The call functioned as a negative example that highlights the essential behaviors cold callers must master.

What critical questions did he fail to ask?

At no point did he ask about:

• my investment objectives

• my strategy or risk preferences

• my history and results

• my current financial commitments

• my ability to access liquid cash

These discovery questions are not “nice to have.” They determine whether the person is a real prospect.

In fact, my share-market history has been terrible. I’m real-estate-oriented, long-term, and not interested in speculative timing plays. A competent broker would uncover this quickly and disqualify me.

Mini-summary: Without discovery and qualification, cold callers waste time on non-prospects and damage their own conversion rates.

Cold calls already carry skepticism. Add an overseas number and crackly phone line, and clarity becomes non-negotiable.

Yet he:

• spoke too fast

• didn’t confirm I understood his name

• didn’t direct me to locate him on the website

• left me to do all the credibility work

These are basic trust-sequence failures.

Mini-summary: Trust is built in the first 20 seconds. If your identity is unclear, the rest of the pitch doesn’t matter.

Why do cold callers need to protect their most precious resource—time?

Salespeople often fear hard questions because they worry about rejection. But avoiding qualification creates a bigger problem: wasted time.

If this caller had asked even a few deeper questions, he’d have known I wasn’t a viable customer for his offer. Instead, he spent ten minutes on someone who would never buy.

Mini-summary: Strong cold callers qualify early, disqualify fast, and reserve time for real opportunities.

What does great cold calling look like for global business professionals?

Skilled cold calling is structured, respectful, and discovery-led. It includes:

• A calm, clear introduction

• Early credibility proof

• Insight into the prospect’s goals

• Fit-based questioning

• Logical next steps—not pressure

This approach works whether you’re calling Japanese enterprises (nihon kigyō / 日本企業) or multinational firms (gaishikei kigyō / 外資系企業) in Tokyo and beyond.

Mini-summary: Cold calling isn’t about speed or persuasion—it’s about clarity, credibility, and qualification.

• A real salesperson can sound like a scammer if they don’t introduce themselves clearly and prove credibility early.

• Discovery and qualification questions are essential; without them, sales time is wasted.

• Trust must be earned before pitching—especially on international cold calls.

• Cold calling skill is trainable, and strong technique protects both results and reputation.

Founded in the U.S. in 1912, Dale Carnegie Training has supported individuals and companies worldwide for over a century in leadership, sales, presentation, executive coaching, and DEI. Our Tokyo office, established in 1963, has been empowering both Japanese and multinational corporate clients ever since.