TheWorst Question To Ask

Why “Is Tom Available?” is the Worst Question You Can Ask When Cold Calling

When cold calling, many salespeople fall into the trap of starting with questions like:

"Is Tom available?"

"Can I speak to Tom?"

"I’m looking for Tom."

These closed-ended, permission-based questions are a recipe for rejection. Think about it: if you ask, "Is Tom available?" and the gatekeeper says "no," where do you go from there? You’ve handed the gatekeeper control of the conversation, and their job is to keep you out.

These questions also signal that you’re likely an interruption. They don’t establish authority or purpose, leaving the gatekeeper with little reason to help you.

A Better Approach

Instead of asking if Tom is available, be direct and confident:

“I’m here to speak with Tom.” "I am here to see Tom" 

This shifts the tone of the interaction. The gatekeeper will respond with follow-up questions: Who are you? Who are you with? Is Tom expecting you? By doing so, they’ve extended the conversation, which is your goal.

Build Rapport with the Gatekeeper

Average unsuccessful cold calls last under a minute, while successful ones last five minutes or more. To keep the call going, focus on building rapport:

Ask the gatekeeper's name.

Ask how they started at the company.

Show genuine curiosity: What do you like most about working there?

Gatekeepers can be allies if they like you. Engage them in conversation and treat them with respect.

This week, try replacing “Is Tom available?” with a more confident opening and focus on connecting with the gatekeeper. Let me know how it works for you—I’d love to hear your results!