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| Sounding Deliberate or Desperate? |
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Quote
of the Week:
"Feeling sorry for yourself, and your present condition, is not only
a waste of energy but the worst habit you could possibly have."
— Dale Carnegie |
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Publisher's
Note: |
Don't call without a reason. |
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If you are waiting to hear from someone to move forward with a business deal, do not call that person without a specific purpose. |
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Calls that begin with, "I'm calling to check in with you to see how it's going," or "We haven't talked in a while, and I thought I'd just give you a call," are perceived by the person for what they are—timid attempts to prod. |
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Such calls are amateurish and put you in a subordinate position—and subordinates are easily dismissed. For the same reason, never thank anyone for taking your call or open with, "You're a hard person to get hold of!" |
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If it's time to prod the other person, then prod. You are far better served by being straight to the point by gently asking, "How much more time are you going to need to review the agreement and get back to me?" If this question kills the deal, don't worry about it. It was never going anywhere in the first place. |
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Excerpted
from Rules of the Hunt - McGraw-Hill, June 2012 |
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Trivia: Out of these three scientists, Elias Howe, Thomas Alva Edison and Albert Einstein, who has the most patents for inventions? Find the answer
here.
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Interesting but useless fact: The longest continuous U.S. highway is route 6, also called the Grand Army of the Republic Highway. It starts in Cape Cod, Massachusetts going through 14 states, and ending in Bishop, California.
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Profligacy is the featured word of the week. Find the definition, pronunciation key, and an example of it used in a sentence here.
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Dogfucius Say: Be nice to your kids. They'll choose your nursing home.
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WEEK'S FREE DOWNLOAD |
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Sounding Deliberate or Desperate?
by Renee Walkup
Yep, it's crummy, but...how do you sound over the phone? I ran a seminar last week and the questions came from everyone in the room. "What do I do when I am feeling so desperate to make my numbers/close sales/keep my job?"
If there is one thing I know, after being in sales for over 20 years, is that this crappy economy will pass. We've been through this before and survived. Even thrived. The key to success is threefold:
1. Remain optimistic
2. Be persistent
3. Never let the customers "hear" (or see!) you sweat
No one wants to conduct business with a person who is begging for business. Think of it like dating. When you were dating (if you aren't still), did you REALLY want to go out with a person who was too available on Friday and Saturday nights?
The problem with telephone sales is that the more tense we are, the more it comes out in our voices. The reason is that when stressed, our vocal cords tighten up making us sound desperate. If you want to transform your "desperate" voice into your "deliberate" voice, read on. Once you begin sounding more confident and upbeat, your customers will feel encouraged that your company (and you) are in for the long haul. After all, companies ARE still buying, we just need to be there first in line to get the check, right? So here you go...
1. Use the Renee-method of "three" when leaving your message. It should have three parts: who you are, what you are calling about, and the action needed. Who, what, and action. This message shouldn't last longer than 17 seconds. Here's an example: "Hi, Wayne. This is Renee Walkup of SalesPEAK. We fill a training gap by helping your salespeople book more appointments using the phone. Call me at: 678 587-9911."
2. Keep your feet off the desk, your head up, and your smile ON. When your posture is right, so is your powerful deliberate voice. If you sound distracted or discouraged, your customers will hear that even through thousands of miles of fiber optics and satellites.
3. Stop arguing with the customers. If you are getting push-back "no money, downsizing, blah blah", then resist the urge to create a combative conversation. I hear more and more salespeople doing this as their sales are down during these times. Just relax and handle the objections as you always have--professionally and with skill.
So these tips should get you jump-started into sounding more confident, more in control, and most importantly, help you close more sales!
Renee Walkup is president of SalesPEAK Inc. and author of "Selling to Anyone Over the Phone". Learn more at www.SalesPEAK.com.
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Break
Out of Your Slump
Get
Top Dog Recession-Busting Sales Secrets and learn
how the pros are selling more...right now, every day! Free
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Trivia:
Out of these three scientists, Elias Howe, Thomas Alva Edison and Albert Einstein, who has the most patents for inventions? Find the answer
here.
Word
of the Week: Profligacy noun [prof-li-guh-see]
- shameless dissoluteness.
- reckless extravagance.
- great abundance.
Example: The profligacy of a man of fashion is looked upon with much less contempt and aversion, than that of a man of meaner condition.
Definition
& Example courtesy of Dictionary.com
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Trivia
Answer:
Thomas Alva Edison. Edison has 1,093 patents in the United States.
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