:TeleSales.co.uk

I was explaining to my Coach Angela about one of the key golden secrets of telesales and how it is so crucial for the success path of a call….and that is to develop the ability to stand back slightly from your own world so you can receive the cues that are being sent by the person/executive/decision-maker you are calling. When someone answers a phone you will hear immediately certain tonal cues. These will reflect their world or their state of moment at that point in time. If they have their head in a report you will hear it. If they are in the middle of a meeting you will hear it…. however you may not know exactly which of these or many other possibilities they are in. Therefore it is so important rather than plunging in with your pitich to acknowledge this eg “I hear you are busy at the moment, is this a good time?” They may have finished so you get the go ahead but if not they will respect your honouring where they are and it will be so much easier to get the conversation going the next time you speak to them. So many calls fail because the caller overides this tonal evidence that the person does not wish to be disturbed. Think about the calls you get at home or indeed in the office where the person totally disregards your response “actually this is not a good time”. Once you begin to notice this, it is such a powerful as well as respectful way of starting potentially high value calls from cold.