For those who use telephone calling in their sales career or cold calling to get new customers they need to be careful because when talking on the phone you do not have the visual cues of body language from those you are talking to and you must pay very close attention to make sure you are not boring the person you are talking to or that they have stopped listening to what you are saying.
The best way to prevent this problem is to stop tele-telling and start tele-selling. How do you do this? Well the best way to do this is to ask your customers questions and do more listening and a lot less talking. If the customer wishes to do tele-telling to you; let them and listen intently to figure out what their real desires are and to move the sales process forward.
All too often you'll hear salespeople over the phone and they will go on and on about their product or service. Sometimes you'll see people in the office hold the phone away from their rear and make a motion with their hands that the person on the phone is going on and on about nothing.
This really happens and if you are doing too much tele-telling then your customers doing this even though you don't know it. They are making a mockery of you because you are making a mockery of what tele-selling is all about. Please consider all this in 2006.
"Lance Winslow" - Online Think Tank forum board. If you have innovative thoughts and unique perspectives, come think with Lance; http://www.WorldThinkTank.net/wttbbs/ |
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