Planning

from Art:

This Week's Tip:
Plan Your Calls Like You Do Your Weekend

Greetings!

What are you doing this coming weekend?

You probably have some things planned. When I
ask that question in training seminars, most
people give very detailed answers: going out to
dinner, working in the yard, getting dressed up
for a Halloween party or taking the kids out trick-
or-treating...personally I'm attending the Tennessee-
South Carolina football game with a buddy..

We plan the stuff that's important.

Contrast that with the answers to these questions:

On the last telephone call you made to a prospect/
customer, what was your specific objective for the
call?

Did you have the opening planned so you knew precisely
what you were going to say?

Did you prepare a voice mail message you were ready to
deliver, velvety smooth, without hesitation?

Were your questions in order?

How prepared were you with your responses to their answers
to those questions?

What was your contingency plan in case things didn't go
as well as you'd like?

If, without hesitation, you rattled off answers to
these questions, I'd wager you do pretty well.

When people have trouble answering these questions,
chances are there are "umm's" and "uh's" in their calls.

I find it curious and interesting that many people put
more planning into their weekend or what they'll have
for lunch, than they do their telephone calls.

Quite simply, your sales success correlates directly
to your preparation. It's also the key to sounding smooth.

Being a superstar in sales, particularly on the phone,
is not a matter of "smiling and dialing," plowing through
the names, hoping that you'll stumble into someone ready
to buy.

Don't believe any trash about this being a pure numbers
game. It's a QUALITY game.

As I always say, the worst possible time to think of what
you're going to say is as it's already coming out of your
mouth.

Go back, review those questions, and be certain you can
answer them for your next call, and every one thereafter.
Do so, and I'm sure you'll show pleasing sales results.


QUOTE OF THE WEEK
"The great aim of education is not knowledge, but action."
Herbert Spencer

Continue having your best week ever!

Art

Contact: Art Sobczak, President, Business By Phone Inc. 13254 Stevens St.,
Omaha, NE 68137, (402) 895-9399. Or, email:arts@businessbyphone.com

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