|
4. Don't Stop
When you're hot, keep it up. When sales and accomplished objectives are going great, don't stop to dwell on the success. When you're in
the groove, take advantage of it and keep plugging away. Try to beat your best results ever. Success has an uncanny way of piling up when
you are on a hot streak.
5. Take Control
Ever been caught unprepared when someone returns your call after you've left a message? Here's a way to quickly refamiliarize your-
self with why you called that person: Use files or some other type of paper system for tracking your calls, put a post-it note on each file that you had to leave a message, and jot down your objectives/
reasons for the call. Keep these files in an accessible place. When the call comes in, immediately review the note to be reminded of why you called.
6. Try These Trial Closes
After you've presented a few benefits and silence results, resist the tendency to continue with the presentation. What you are saying may not
be of interest to the listener. Find out what they think and feel about what you've said thus far. You can accomplish this, and get them talk-
ing, by saying, "Am I going in the right direction?" or "Am I talking about something that interests you?"
7. For Screeners with Inquiring Minds
When you reach a screener who asks the "What is this regarding/in reference to?" questions, treat them with respect and make them feel important. Respond with, "Well, I believe you could help me. You work closely with Ms. Bigg, don't you?" Or, "Maybe you could answer this for me . . . Mr. Bigg is the person who is in charge of keeping down your costs for replacement parts, isn't he? Good, I have some ideas to help him do that. Will you connect me please?"
8. Transcribe Your Calls
TSR subscriber Cindy Young shared an interesting technique she uses to analyze calls. She listens to tapes of calls, and transcribes word-for-word, both sides of the conversation. She then prints the hard
copy and is able to read what transpired on the calls. With this technique, you are able to pick up on word habits and patterns you might
not otherwise catch when listening to the call. And many people are visually oriented, so this method of analysis adds the visual dimension to this communication process.
9. Transcribe and Highlight
A supplement to the aforementioned idea: highlight the parts of the call when you are doing the talking. Put the pages in front of you and step back. Do you see more yellow (or whatever color you used) or white, unhighlighted areas? opefully, the white areas will dominate. If not, you're talking too much. Work on asking more questions, and listen more!
10. When They Don't Follow You
There are times when your listener obviously hasn't understood your message. This becomes obvious when your prospect/customer makes
erroneous statements based upon information you've shared. What you don't want to do is say, "You don't understand what I'm saying," or
"You're not following me." These statements are harsh and serve to put the listener on the defensive. Nobody likes to be told they are wrong.
Instead, place the blame on yourself. For example, "Based upon what you said, I'm not sure if I clearly explained myself. . .."
|
