Listening
Here are a few things I heard while listening to calls from a training prospect’s sales reps, who were calling their regular customers: “Where we’re deficient is in the area of…” “What our focus now is…” “We need to step up our game with…” “We’ll have to...
Questioning
“Tell me what you don’t like about yourself.” That was the question posed to their patients by the plastic surgeons, Drs. Christian Troy and Sean McNamara every episode in the dark TV drama Nip/Tuck. Their question would prompt their patients to not only explain what...
Following Up
Ever have that prospect who doesn’t follow through with what they promised to do by the next call? Yeah, I know, shocking.Here’s what I heard on a recorded call.Salesperson: “I’m following up on our last conversation and the specs I sent...
Questioning
Anyone talking to anyone else: “May I ask you a question?” A reasonable reply: “You just did.’ Ok, maybe it’s just one of life’s tiny little annoyances that is not a big deal. Except, on the phone. Because what might seem like tiny...
Random Rants
Each month in my Telephone Prospecting and Selling Report, the eight-page newsletter that is part of the Smart Calling Online membership, I share my brief sales observations and experiences from the past month. If we are aware and just look around us every day,...
