Planning is helpful for no matter what you do in life. It helps make the unforeseen clearer and easier to handle. It is a starting point and a measuring stick all in one. Trying to get an appointment over the phone involves planning and then putting that plan into affect.
PLAN THE CONVERSATION
Plan what you are going to say. Write it out then read it aloud the way you are going to say it over the phone. This process eliminates awkward hesitation, forgetting anything or repeating anything. This will also add assurance to your words and they will come out with a sense of spontaneity if handled correctly.
CAPTURE INTEREST IMMEDIATELY
This has to be done in under a minute. This allows no time to be wasted. Your whole purpose is to make the prospect curious enough to give you an interview, so get to it at once. Avoid pleasantries and generalities without appearing rude or overbearing. Be businesslike and get down to business as quickly as possible.
SAY ONLY ENOUGH TO AROUSE INTEREST
It is best to explain exactly what you want to talk about and get into it immediately. Be specific, save the facts for later.
NEVER MISRTEPRESENT ANYTHING JUST TO GET THE INTERVIEW
Not only is this unethical and wrong, but it always leaves you vulnerable at some put in time down the line. If you misrepresent anything, when it is discovered you are through.
BE PERSISTENT BUT WITHOUT APPLYING NOTICEABLE PRESSURE
Be direct and businesslike. Be persistent, but in such a manner as to not appear like you are overbearing or pressuring people to an unwonted degree.
MIND YOUR MANNERS
You are after all speaking to another human being so relax and enjoy yourself.
Thank You
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips
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