Say it with meaning, or don’t say it at all.
I received a cold call the other day from a janitorial services company here in Dallas. After letting the sales person finish, I asked her if her company really delivered what she was telling me they would. She exclaimed with enthusiasm, “Of course!”
“Then why didn’t that come across in your voice?” I asked. Why did I have to ask my question?
How many others had she called that day who took away the same impression I did?
The moral of this story is that she was just going through the motions up to that point. I heard no excitement or belief in her services and company coming through in her voice.
Record yourself and see if your enthusiasm is coming through.
Caponi Performance Group and Contact Science jointly market the telephone prospecting and cold calling solution called The Prospector’s Academy™. It is the only comprehensive solution to solving the biggest barrier to success in most selling organizations – the inability to secure enough Initial Appointments to begin the selling process. We accomplish that through simultaneously addressing both the efficiency and effectiveness of the process. We can be reached at 214 483-5800 or at barry@coldcalling101.com.
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