Even if this means sweeping the current piles into a shopping bag until your telephone time is finished, don't have anything on your desk except your calendar and your favorite pen.
You get two benefits: distractions are limited, and, perhaps more importantly, the person you are speaking with senses that they have your full attention.
If your prospect doesn't feel that they are getting your full attention, why should you have theirs?
2: Have a mirror on the wall in front of you
If you doubt that the smile on your face carries through your voice try this exercise. Record your side of a prospecting telephone conversation. Play it back while you watch your face in the mirror. Surprise! Your face will match the feelings you had while you were on the phone. You will actually see the fear or anxiety or need that you felt.
Your tones affect your listener that way, too. A mirror on the wall in front of you increases your telephone prospecting profitability in these specific ways:
First, you can see what your listener is hearing. The added awareness of your own body language makes your verbal language more effective.
Second, because you keep your chin up to look at the mirror on the wall, your voice will automatically have more enthusiasm and energy.
Try this experiment with your tape recorder. Role play a prospecting telephone call with your head down, chin to chest, doodling on an order form. Now raise your chin, look in the mirror, and repeat the same sentences. Because you sound more successful you will be more successful - people like to do business with a winner.
MNIDA
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