If you work with a firm that has broad
name recognition, still do this, as it sets
you apart. If you represent a firm that
is not well recognized, this will work
wonders for you.
The confirming tone you used as you
said your name and the confidence in
your manner, particularly when you
paused, projects the image of someone who gets positive receptions. The
stereotypical telemarketer is afraid to
pause or allow the prospect to interject,
especially in the beginning of the call.
When the prospect responds with,
“Um, um,” in effect, they are saying,
“OK, what can I do for you?” Essentially, the prospect has asked you to explain
the reason for your call. He or she has
invited you to go on with your presentation! You set yourself apart from the
average, everyday sales call.
You have accomplished all of the above
in six seconds, and to top it off, the prospect has already said “Yes” once!
“When the prospect responds with,
‘Um, um,’ in effect, they are saying,
‘OK, what can I do for you?’ Essentially,
the prospect has asked you to explain
the reason for your call. He or she
has invited you to go on with your
presentation!”
John Landrine ( www.writebusinesssolution.com) is a sales trainer, business
consultant and author. He helps clients with articles, sales and telesales presentations
and manuals or live training in direct sales and telephone sales, motivation and goal
setting. A former CEO/GM with 25 years field experience, John also provides article
and book writing with strong SEO, keyword-dense content, marketing plans, sales
strategies, sales process and funnel design and CRM consultation. He is author of “How to SEE
on the Telephone” and other concepts such as “Money Mouth” and “S.O.S. — The Science of
Selling.” Contact John at john@writebusinesssolution.com.
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