This Opener Changes Everything

I’m not a big shopper.

In fact, I avoid it whenever I can. But when I do go shopping, it’s with a mission. I already know exactly what I’m looking for. I’m not wandering aisles hoping something jumps out at me—I’m there to get in, get what I need, and get out.

And here’s the thing: I really don’t want to talk to a salesperson unless I have a specific question. It’s not that I don’t respect the role—I am in sales. But when I’m the buyer, I don’t want help unless I ask for it. I want to make the purchase on my terms, without pressure, friction, or small talk.

Why?

Because the moment I sense someone trying to sell me something, my guard goes up.

That spike of discomfort? That resistance? That subtle “ugh, not now” reaction?

That’s cognitive bias in action.

Cognitive biases are mental shortcuts our brains use to process information quickly. They help us make snap decisions, but often distort how we perceive things—especially when it comes to sales interactions.

Here are a few common ones we trigger on cold outreach:

Confirmation Bias: The prospect expects your call to be irrelevant, so they look for signs to confirm it.

Negativity Bias: One bad experience with a pushy salesperson sticks and outweighs all the good ones.

Status Quo Bias: People prefer things to stay the same. Talking to a new rep means change—and change feels risky.

So when a prospect answers the phone and realizes it’s a salesperson calling, here’s what their brain is instinctively asking:

• “Is this person a friend or a threat?”
• “Do I need this?”
• “Is this relevant to me?”
• “How do I get out of this?”

Unless you change how that moment feels, the call is over before it begins.

That’s why understanding cognitive bias isn’t just an academic exercise—it’s a tactical advantage.

Because once you know how the brain works, you can disrupt it.

And that’s where pattern interrupt comes in.

A pattern interrupt is exactly what it sounds like—it disrupts the expected flow of communication. It causes someone to stop, pay attention, and re-evaluate what’s happening.

This is critical in cold outreach because prospects process most cold calls and emails on autopilot. They’ve heard the same generic openings so many times, they don’t even think before they shut it down.

In fact, sales call data from Call AI shows that reps who use pattern interrupt in their openers experience a 29% increase in engagement compared to those who don’t.

Pattern interrupt disrupts routine thinking .  Cold outreach typically follows a predictable script, but when you deviate from it, people notice.

Pattern interrupt sparks curiosity
When you say something unexpected, the brain wants to resolve the tension. That “wait, what?” moment buys you time—and attention.

Pattern interrupt activates the brain’s attention system
Our brains are wired to notice changes in pattern or environment. That’s what pattern interrupt leverages.

Pattern interrupt emotionally engages
Humor, empathy, honesty—anything that makes the conversation feel human—makes it harder to dismiss.

Real-Life Examples of Pattern Interrupt in Cold Calls
One of my favorite examples came from a rep I coached years ago:

“Hey [First Name], this is Bill from [Company]. I know you probably enjoy receiving cold calls from salespeople about as much as I enjoy making them.”

Simple. Honest. Funny. And it works.

I’ve heard Bill use that line hundreds of times, and the majority of prospects laugh out loud. Why? Because it’s disarming. It acknowledges the awkwardness instead of ignoring it.

What does this do?

It breaks the pattern.

It gives the buyer control.

It lowers their guard.

Here is another example.

• Understand the biases working against you.
• Break the pattern with something fresh.
• Disarm with empathy and permission.
• Lead with curiosity, not pressure.
• Top performers do this consistently.
• It’s not about being slick. It’s about being intentional.

• Break through cognitive bias and resistance
• Use pattern interrupts that actually work
• Disarm buyers and earn trust fast
• Start conversations that lead to opportunities—not objections

I'll also be covering:

• Sales Communication Skills
• Sales Email Prospecting-How to write emails that convert
• Selling with Relevance
• How to Overcome Objections with Confidence
• Cold Call with Confidence
  

If you're done getting brushed off and ready to start hearing “Sure, go ahead” instead of “Not interested”…

Join the Sales Prospecting Bootcamp.

You’ll learn the exact skills and word-for-word frameworks to:

• Break buyer bias and resistance

• Open calls with confidence and curiosity

• Disarm prospects and drive real conversations

Let’s make every call count.