Here are twenty-two
quick ideas on how to be better on the
telephone.
1. Arrange a specific time each
day to make calls. Honor that
time. Keep it as an appointment
with yourself.
2. Determine the number of calls
you're going to make and
stick to that number.
3. Establish an objective or
goal for each call before picking
up the telephone.
4. Fine-tune your script or outline
until it's perfect for you.
5. Internalize the script so
it sounds natural and you feel
comfortable delivering it.
6. Develop a pleasing voice,
which comes from a pleasing
attitude.
7. Exude confidence and competence
over the phone. Sit up
straight. Talk with a smile
on your face.
8. Match the vocal pace and the
timing of your prospect.
9. Be sure you know who the decision
makers are.
10. Get useful information about
the decision makers from
their coworkers in advance of
the call.
11. Turn the decision maker's
assistant into an ally. Use humor
if you can. Find out their name,
and use it.
12. If necessary, sell the decision
maker's assistant on the
value of them doing business
with you. They may be the one
who makes appointments for the
boss.
13. Find the right times to call
to increase your chances of
getting through.
14. Have your notes in order
before making phone calls.
15. Don't let interruptions break
up your phone calling
sessions. Keep your appointment
with yourself.
16. Keep records. You can't improve
without knowing what to
improve.
17. Keep yourself motivated.
Aim for at least one small
success every day.
18. Make phone calls during the
time of day that you're the
most alert and energetic.
Mornings work best for most people.
19. No matter where you are in
your telephone session, follow
up a success with another phone
call quickly thereafter.
Success breeds success.
20. Be sure to pronounce people's
names correctly. When in
doubt, ask them.
21. Be courteous no matter what.
Ask permission to launch
into your presentation, say
thank you, and be sure you're not
calling at a bad time.
22. Realize that any call you
make is an interruption to
something. Make your calls brief
and keep them effective. Be
a pleasant interruption.
Jim Cathcart
Member: Speakers Roundtable
Web site: http://www.speakersroundtable.com
Email: office@SpeakersRoundtable.com
Speakers Roundtable is a consortium
of 22 of America's
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