Hot Tips No 6
| Category: Telesales | Date: 2001-03-12 |
Greetings!
Im just wondering ...
... why in the world do some salespeople feel like they must sound like a salesperson when they get someone on the phone?
What is it about presenting ... whether it be selling by phone or speaking before a group that causes some people to cinch up and sound like the synthesized voice that gives the phone number on directory assistance?
The bottom line is that on the phone, sounding canned, like youre reading something, or like youve just been awakened at 3:00 a.m. is detrimental to your success.
But, many people sound that way. And many of those dont realize it. Here are a couple of points to keep in mind.
We tune out--and are often annoyed by--unemotional, canned messages. Think about the sales calls you get at home ... the ones that follow the couple of seconds of dead air after you pick up the phone and say "Hello ... hello ...?"
You first hear the din of what sounds like a noisy restaurant, and the monotone voice greets you with, "Hello, can I speak with (bad mispronunciation of your name)?" Then they begin reading a script.
Likewise, think about some really bad acting youve seen in a play or movie. It looks and sounds stilted ... unnatural, like its being read. It has the same turn-off effect.
People will speak with those who sound conversational.
What more can I add?
But please dont misunderstand me on one key point:
Preparing what youll say and scripting your opening is still the best way to approach a call. But never, ever, SOUND like youre working from an aid.
As I always say, the worst time to think of what youll say is as its coming from your mouth.
EXERCISES
So, what to do? Easy. The better prepared you are, the more natural you will sound. "Humanize" your calls.
Remember, youre talking to another person, not at a phone instrument. Listen to your calls on tape, and ask yourself, "Would I talk to friend like this? Does this sound natural?"
Prepare your openings and recite--not read--them into a tape player. Pretend you are talking to a good friend in a social setting.
The less you sound like a salesperson, the more youll sell.
QUOTE OF THE WEEK
"Security is mostly a superstition. Avoiding danger is no safer in the long run than outright exposure. Life is either a daring adventure or nothing." Helen Keller
Go and have your best week ever!
Art
Reprinted with permission from Art Sobczak’s "TelE-Sales Hot Tips of the Week
About the Author
Art Sobczak
arts@businessbyphone.com
http://www.businessbyphone.com
Im just wondering ...
... why in the world do some salespeople feel like they must sound like a salesperson when they get someone on the phone?
What is it about presenting ... whether it be selling by phone or speaking before a group that causes some people to cinch up and sound like the synthesized voice that gives the phone number on directory assistance?
The bottom line is that on the phone, sounding canned, like youre reading something, or like youve just been awakened at 3:00 a.m. is detrimental to your success.
But, many people sound that way. And many of those dont realize it. Here are a couple of points to keep in mind.
We tune out--and are often annoyed by--unemotional, canned messages. Think about the sales calls you get at home ... the ones that follow the couple of seconds of dead air after you pick up the phone and say "Hello ... hello ...?"
You first hear the din of what sounds like a noisy restaurant, and the monotone voice greets you with, "Hello, can I speak with (bad mispronunciation of your name)?" Then they begin reading a script.
Likewise, think about some really bad acting youve seen in a play or movie. It looks and sounds stilted ... unnatural, like its being read. It has the same turn-off effect.
People will speak with those who sound conversational.
What more can I add?
But please dont misunderstand me on one key point:
Preparing what youll say and scripting your opening is still the best way to approach a call. But never, ever, SOUND like youre working from an aid.
As I always say, the worst time to think of what youll say is as its coming from your mouth.
EXERCISES
So, what to do? Easy. The better prepared you are, the more natural you will sound. "Humanize" your calls.
Remember, youre talking to another person, not at a phone instrument. Listen to your calls on tape, and ask yourself, "Would I talk to friend like this? Does this sound natural?"
Prepare your openings and recite--not read--them into a tape player. Pretend you are talking to a good friend in a social setting.
The less you sound like a salesperson, the more youll sell.
QUOTE OF THE WEEK
"Security is mostly a superstition. Avoiding danger is no safer in the long run than outright exposure. Life is either a daring adventure or nothing." Helen Keller
Go and have your best week ever!
Art
Reprinted with permission from Art Sobczak’s "TelE-Sales Hot Tips of the Week
About the Author
Art Sobczak
arts@businessbyphone.com
http://www.businessbyphone.com
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