We try on every call to at least capture as much information as we can to help determine the status of a contact and where they fit in the ongoing pipeline. So if their initial response is negative, we try to ask follow up questions which will help us determine if the contact is viable or should be removed from ongoing rotation. We also try to determine through probing questions if their negative response is due primarily to a timing issue and then ensure we’ve flagged them for follow up at the appropriate time. Ultimately, the questioning is what gets the dialogue going and oftentimes we can turn a "no" into a "yes" because we’ve asked the questions that get them thinking differently about the issues related to the service we are promoting.

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