Below are some of the techniques within the program. They're skills for everyone whether you're selling or not. But then, aren't we always selling?
A - Ask For Time to Talk
We wanted this skill to be first because it sets the entire pace of the conversation. When you make an outbound call and don't ask for time to talk, you are a complete interruption. Asking for time to talk is one of the most considerate things you can do. And not only on a business call, in your personal life as well. People aren't just sitting by a phone, hands folded, hoping you'll call. They're busy. They're engaged in other things. So when you call and barge in on them with your message without asking for time to talk, it's a big irritant.
Asking for time to talk is one major reason to make you stand out as someone special. Yeah Nancy, but what if they tell me they're busy. Well, that's the entire point! Without asking you're semi-rude. By asking, the customer has an opportunity to make a decision. What's the worse thing they can say when you ask, "Is this a good time to talk, Mr. Jones?" No, it's not a good time! That's your cue to say, "Thanks for letting me know. I can call you back later today or tomorrow, which is best for you?" Watch what happens. It's magic. And it's the right thing to do. Ask for time to talk.
D - Discipline
This is a difficult one (another D). Don't know about you, but I have trouble with discipline. Things like being on a diet or not eating chocolate. Or whether it's not buying another pair of shoes that I don't need. And in business, discipline is making sure you're not goofing off. Browsing the web for good movie seats when you're supposed to be calling customers isn't good discipline. Finishing your call list is good discipline.
We all get tired and need a break. That's when it's OK to get up, take a short walk around the office, maybe get a soda or cup of coffee and then get back to work. But to 'goof' off when you're supposed to be working isn't discipline.
Again, as I said, this one is a toughie. But it's great work ethic. Be disciplined.
F - Four Killer Words
They won't sound bad when you read them, but on the phone, talking with someone you've never talked to before and asking, "Hi, how are you?" will KILL the conversation. Several reasons. Number 1, it shouts out loud and clear, "HELLO, I'm going to try and sell you something." And number 2, if you're really honest, you probably don't care how the person you never have talked with before or probably will never meet is. So why go through the motions of using useless words?
"Hi how are you" are useless words to someone you're not familiar with. They're NICE words to those you know and see or even don't see too often. You care. But to someone you don't know, it's gonna kill the conversation before it even gets started. Drop the '4 killer words.' Use "nice to meet you by phone," or "thanks for taking the call," or "I'm glad to get to talk with you." Anything but "Hi, how are you?"
