|
I'm 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 you're reading something, or like you've
just been awakened at 300 a.m. is detrimental to your success. But, many people sound that way. And
many of those don't 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 you've seen in a play or movie. It looks and sounds stilted
... unnatural, like it's being read. It has the same turn-off effect. People will speak with those who
sound conversational. What
more can I add? But please don't misunderstand me on
one key point: Preparing what you'll say and scripting your opening is
still the best way to approach a call. But never, ever, SOUND like
you're working from an aid. As I always say, the worst time to
think of what you'll say is as it's coming from your mouth. |
