The first of the series is in production and will be ready within two weeks. The webinars will be brief (about 30 minutes each), but information packed. “Speak Your Customer’s Language,” prepared by Gene Gerwin and the first one scheduled, will focus on the preparatory stage of business-to-business telemarketing script writing. Reserve your spot today by clicking here: CCI Telemarketing Webinar.
Time Yourself
Have you ever talked to someone who’s rate of speech was so fast you found yourself struggling to understand him? Have you ever wondered if the person you were talking to was unintelligent because he spoke so slowly?
Were you annoyed? Did you find yourself hoping the conversation would end soon?
Here is a little drill you can use to develop an ideal rate of speech, guaranteed to remove at least one possible reason why your prospects are annoyed with you.
Don't Get Pigeon-holed
All too often I have seen telemarketing scripts that begin with close-ended questions such as, “If I could show you a way to reduce your utility expenses by 20%, would you be interested?”
This type of opener is so typical that 99% of prospects will pigeon-hole you as another boiler-room telemarketer within seconds, respond with the knee-jerk phrase, “No thanks, not interested,” and hang up the telephone.
After working so hard to get a decision maker on the line, why shoot yourself in the foot with the first thing you say?
What Did You Mean By That?
To the rescue: Universal Questions- a form of open-ended questions.
Memorize these seven. Whenever you’re at a loss as to what to say, don’t lapse into presenting features. Ask one of these questions.
I'm All Ears
The three fundamental skills of active listening are parroting, paraphrasing, and feeling feedback. Clinical psychologists are trained to use these techniques to get their patients talking.
Parroting
Never use this technique twice in a row with the same prospect! This is active listening in its simplest form. You simply repeat the prospects sentence back to them, or, if it is a long sentence, just the last part.
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Paranormal Abilities
A poker professional I chatted with recently spoke of the importance of developing a sixth sense about the strength of your opponent’s hand.
He can tell, with a high degree of accuracy, when he is beaten and needs to fold his hand to a raise.
To refine this ability, he suggested monitoring your gut for certain feelings before you decide on a course of action.
A “sinking” feeling, akin to the sensation you get when your airplane hits an unexpected air pocket, is a warning sign.
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