part Two:
Here are words in an opening statement that
trigger the resistance:
“… want to show you how we could help you …”
“ … I know we can save you time and money …”
“ … we can improve your …”
“ … we can eliminate your problems in the area of …”
All of these statements make the assumption that
something is wrong. Again, maybe something is,
but if someone you don't know or respect tells
you that you're doing something wrong, what's
your response? Naturally you resent it. Same
is true on the phone.
OK, so what should we say?
“Weasel Words”
Use “weasel” or contingency words. For example,
“might,” “maybe,” “perhaps,” and “depending on”
are all good choices. As in,
“... the reason for the call is that depending on
your satisfaction with the speed and downtime of
your internet connection, we might be able to
help you cut down on the time you spend waiting
for pages to load, and your download time for email
and other files... ”
And notice how this leads right into questioning.
“... and if I've caught you at a good time, I'd like to
ask a few questions about your internet service... ”
Plus, if he would ask questions of whomever answers
the phone before getting to a decision maker, he might
uncover some problems in advance.
To be the best salesperson around, you have to try
and not sound like a salesperson.
Want to avoid the mistakes this guy made, and many
others I didn't list that salespeople use every day as
bullets to shoot themselves in the foot?
And, would you like a step-by-step process with proven
examples to create your own interest-creating opening?
And, how about if I offer to take a look at it after you
create it and give you my suggestions?
You can get all of that in my "How to Easily Create
Telephone Call Openings that Stimulate Interest, and
Avoid Resistance" 60-minute seminar on audio CD.
Check it out, and actually hear a sample at
BusinessByPhone.Inc
Art Sobczak, President of Business By Phone Inc.
<http://www.businessbyphone.com/cgi-bin/at.pl?a=169788>, specializes in
one area only: working with business-to-business salespeople--
delivering content-rich programs that participants begin showing results
from the very next time they get on the phone. He works with thousands
of sales reps each year helping them get more businesses by phone. Art
provides real world, techniques that help salespeople use the phone more
effectively to prospect, sell, and service, without morale-killing
"rejection."
For more information Art can be reached at:
Phone: 800-326-7721, Email:
[email protected]
<mailto:
[email protected]>, Website:
BusinessByPhone.Inc
<http://www.businessbyphone.com/cgi-bin/at.pl?a=169788>
Obviously Apple, you will have to edit and use your name and the cleaning business...but this is good 'stuff.'
Stringer