Power Phone Scripts by Mike Brooks
Author:Mike Brooks [Brooks, Mike]
Language: eng
Format: epub
ISBN: 9781119417972
Publisher: Wiley
Published: 2017-07-05T00:00:00+00:00
For example, I called into a company, and the hold music was the rock song, “Sweet Home Alabama.” When the prospect picked up the phone, I immediately complimented him on the hold music and asked him if that was his personal choice. He said it came with the phone system, and we talked about the song briefly. Only after that did I tell him who I was and begin my pitch.
This technique also works well with subjects like the weather (“Is it hailing there, too?”), and the day of the week “I hope Monday is treating you okay” or “I don't know about you, but I'm happy it's almost Friday”
By the way, it is always best to lead off with these kinds of rapport‐building techniques before you announce your name and company name. If you announce first, then you have put the “salesman” target on your forehead, and it is too late. The key is that you must have the right personality to do this. If you try this with a driver, your call will end right there.
Be absolutely prepared to overcome the “I wouldn't be interested” blow‐off. You must have an effective comeback to that blow‐off memorized and be ready to automatically deliver it. This is especially true for when you get a C‐level executive on the phone, because when you do, you have about a nanosecond to make a connection.
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