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Not many people work the phone harder than Jerry Maguire. We do live in a cynical world, and we do work in a business with tough competitors. Phone calls are a big part of it.
Is your Android staring at you? Does the iPhone mock you? "I dare you to make a call!" - you might hear that smart phone making fun of you. No matter the experience level, sales professionals all struggle with making calls routinely. Some days it's easy; many days it is a challenge. Whether you call it "The Hour of Power," "Dialing for Dollars" or "A Core Workout" - consider these tips to keep you on track:
- Be Organized: have your database open, phone numbers handy, and be ready to take notes.
- Define the Purpose: every call has a reason, know what yours is by writing it down before making the call.
- Timer: you're working and time is money. Try to keep most calls to 5 minutes or less. Be friendly and efficient.
- Energy: schedule the daily call session at a time when you are normally energetic. Take a quick walk, stretch a bit, and a few deep breaths before you start to raise your energy level. However, don't pant - that freaks people out on the receiving end :)
- Visualize: before you dial, visualize your contact and imagine a very successful call. See it in your mind, grasshopper. Really, it's powerful.
- Transfer feeling: make your contact feel valued, appreciated, and important. You know everyone wears a sign that says, "Make me feel special." Maybe you won't get a business result, but we can't go wrong by making someone's day.
- Keep balanced: work your way up to ten calls daily, usually in sixty minutes. When you reach that level, keep it there. Rather than burning out in a few maximum sessions, finish with a little gas in the tank. Better to have enthusiasm for the next session than exhausting the dialing fingers in one major event.
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