Go to this website and read the articles – great info !!
Here are 2 examples -
It Only Works If They Remember Your Name
How many times have you met someone and two seconds later realized you don’t remember the person’s name? Unfortunately, the same thing may happen to people who are introduced to your sales pros for the first time. Encourage your team to use these name-badge techniques to make sure people remember them:
WEAR YOUR NAME BADGE HIGH ON YOUR RIGHT SHOULDER.
Most of us are right handed, so it’s tempting to put our badge on the left. Instead, make it easy for people to refresh their memories by glancing at your written name when you’re shaking hands (always on the right).
JUST YOUR FIRST NAME – LARGE.
Make it easy for new acquaintances to introduce you to someone else. Don’t worry about your last name at first, because you’re going to give them your card later.
UNDER YOUR NAME – WRITE WHAT YOU DO.
Don’t put your company name, which may not be descriptive, but a few words that describe what you do in the way that your clients generally refer to you. “Computer Guru” is better than “Systems Engineer.” “Stockbroker” is more descriptive than “Financial Planner.” “Loan Goddess” is more memorable than “Mortgage Broker.” How about
Business is a name game. Make yours easy to remember.
Make Money by Phone
My Grandma Lillian was an entrepreneur. When her children were in high school, she raised and sold violets. When they went to college, she got in the guppy business. Still later, she taught china painting.
One summer I spent with her, she was starting a new business teaching other women that their dream of financial independence could be realized. At the same time, she was teaching me about the importance of business routines. Every weekday morning, Grandma Lillian did the same thing. From 9:30 to noon, she made prospecting phone calls. After that, the day was ours, until evening when she went out to conduct her classes.
Your sales force may not have been fortunate enough to learn these lessons so early, but you can pass on these four tips for phone prospecting:
WORK WITH A CLEAN DESK.
Even if it means sweeping files into a shopping bag until your telephone time is finished, don’t have anything on your desk except your calendar and your favorite pen. You’ll get two benefits from this routine. Distractions will be limited, and the person you’re speaking with will feel they have your full attention.
HAVE A MIRROR IN FRONT OF YOU.
If you doubt that a smile carries through your voice, try this exercise. Record your side of a prospecting telephone conversation. Play it back while you watch your face in the mirror. Surprise! Your face will match the feelings you had while you were on the phone. You’ll actually see the fear or anxiety or need that you felt. Your tone affects your listener that way, too. A mirror on the wall in front of you increases your telephone prospecting profitability in two ways:
First, you can see what your listener is hearing. The added awareness of your own body language makes your verbal language more effective.
Second, because you keep your chin up to look at the mirror on the wall, your voice will automatically have more enthusiasm and energy.
Try this experiment with your tape recorder. Role play a prospecting telephone call with your head down, chin to chest, doodling on an order form. Now raise your chin, look in the mirror, and repeat the same sentences. Because you sound more successful you will be more successful – people like to do business with a winner.
USE SCRIPTS.
Good phone scripts will generate predictably profitable results. A script is effective because your listener will know when it is their turn to talk, and they’ll know what you want them to say. If a prospect asks how much your product costs and you use the script, “Well, that depends on how much money you have in the bank!” you’ll receive a predictably different result than if you use the script, “Forty-five dollars a month, less than most people spend on coffee and cokes."
Listen carefully to these two scripts. “That depends on how much money you have” tells your prospect to respond just as glibly with “Oh, about 25 cents.” A specific amount, followed by an example, gives your listener the opportunity to say “Great, that works for me.”
Prepare scripts for the nine questions you are asked most frequently. They’re probably about product cost, delivery time, references, options, and guarantees.
KEEP YOUR BEST RESULTS IN MIND.
When Grandma Lillian was making prospecting calls, she wanted to get an appointment. “You can’t get a haircut over the phone,” she told me. “What I want is an appointment in their home.”
She had a second acceptable outcome, though, the prospect’s permission to call again. “Shall I call you in about a month?” I heard her say sweetly, several times each hour. She’d put the prospect’s name and phone number into her calendar for the agreed upon date.
When you’re prospecting by phone, be sure to have clear goals in mind so you can steer the conversation purposefully.
One summer I spent with her, she was starting a new business teaching other women that their dream of financial independence could be realized. At the same time, she was teaching me about the importance of business routines. Every weekday morning, Grandma Lillian did the same thing. From 9:30 to noon, she made prospecting phone calls. After that, the day was ours, until evening when she went out to conduct her classes.
Your sales force may not have been fortunate enough to learn these lessons so early, but you can pass on these four tips for phone prospecting:
WORK WITH A CLEAN DESK.
Even if it means sweeping files into a shopping bag until your telephone time is finished, don’t have anything on your desk except your calendar and your favorite pen. You’ll get two benefits from this routine. Distractions will be limited, and the person you’re speaking with will feel they have your full attention.
HAVE A MIRROR IN FRONT OF YOU.
If you doubt that a smile carries through your voice, try this exercise. Record your side of a prospecting telephone conversation. Play it back while you watch your face in the mirror. Surprise! Your face will match the feelings you had while you were on the phone. You’ll actually see the fear or anxiety or need that you felt. Your tone affects your listener that way, too. A mirror on the wall in front of you increases your telephone prospecting profitability in two ways:
First, you can see what your listener is hearing. The added awareness of your own body language makes your verbal language more effective.
Second, because you keep your chin up to look at the mirror on the wall, your voice will automatically have more enthusiasm and energy.
Try this experiment with your tape recorder. Role play a prospecting telephone call with your head down, chin to chest, doodling on an order form. Now raise your chin, look in the mirror, and repeat the same sentences. Because you sound more successful you will be more successful – people like to do business with a winner.
USE SCRIPTS.
Good phone scripts will generate predictably profitable results. A script is effective because your listener will know when it is their turn to talk, and they’ll know what you want them to say. If a prospect asks how much your product costs and you use the script, “Well, that depends on how much money you have in the bank!” you’ll receive a predictably different result than if you use the script, “Forty-five dollars a month, less than most people spend on coffee and cokes."
Listen carefully to these two scripts. “That depends on how much money you have” tells your prospect to respond just as glibly with “Oh, about 25 cents.” A specific amount, followed by an example, gives your listener the opportunity to say “Great, that works for me.”
Prepare scripts for the nine questions you are asked most frequently. They’re probably about product cost, delivery time, references, options, and guarantees.
KEEP YOUR BEST RESULTS IN MIND.
When Grandma Lillian was making prospecting calls, she wanted to get an appointment. “You can’t get a haircut over the phone,” she told me. “What I want is an appointment in their home.”
She had a second acceptable outcome, though, the prospect’s permission to call again. “Shall I call you in about a month?” I heard her say sweetly, several times each hour. She’d put the prospect’s name and phone number into her calendar for the agreed upon date.
When you’re prospecting by phone, be sure to have clear goals in mind so you can steer the conversation purposefully.
