The simplest things can often yield the greatest results. Or, ignoring them can mean negative implications, including losing sales opportunities.
A sales rep called me and used this horrible opening: "Hi, I'm ____ with _____. Are you the person there in charge of your Internet Marketing?"
Of course, this question immediately screams out to most listeners, "I want to sell you something," which gives a reason to resist, and no reason to be interested.
"Yes, what do you need?"
"I'm calling to tell you about our new program that..."
Then he went on to do just that; he talked nonstop for about two and one-half minutes. 150 seconds.
I put my wireless headset on mute, meaning he heard no feedback from me during this time. I strolled over to get a cup of coffee, signed for a UPS package, and checked and answered my email, all during the time while he was TELLING me about his product.
I think it was some kind of search engine optimization, pay-per-click, multi-level marketing directory something-or-another.
Or not. I wasn't really listening.
The only reason I stayed on the phone was so I could write about it. He probably did a lot of telling that day. And very little selling, I would imagine.
Sometimes I have to snicker when people call me and say, "Do you have advanced sales training?" That's because if people would practice a few simple fundamentals, they'd blow away the sales results of everyone around them.
Practicing the basics. The fundamentals.
I'm suggesting an assignment this week, that should you decide to take it, will likely help you sell more, enhance your relationships with everyone you communicate with, and probably make you feel better as a result.
It's simple. It doesn't require any additional knowledge above what you now possess. You already know how to do it. Perhaps you already do it well. Most people don't. First, be silent for two seconds. There, you did it. That's all I'm asking. Pause...more this week.
Actually, make an effort to pause at two points in the communications process on the phone and off:
1. Pause ... after you ask a question.
2. Pause ... after you hear an answer.
Let your customers, prospects, and others talk more. This will ensure you don't interrupt, (which robs you of valuable information and sends a negative message) encourage them to continue talking and give you more and better information.
Go ahead. Do it. Start right now. On your next call or any human interaction. Force yourself if you need to.
Ask a question and then put your phone on mute if you must.
You'll get results, guaranteed.
This is one of Art Sobczak's Smart Calling tips. For more information, visit
