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By Jacques Werth, President High Probability® Selling
Do you sound like the "typical salesperson" when you call prospects and customers?
If the tone of your conversation is excited, friendly, charming
and deferential typically "sales-y" you're probably arousing
suspicion and creating sales resistance. Selling into that
resistance is very difficult.
Discover how you come across on the telephone by taping all of
your calls for two days. When you play the tapes back, you may
be amazed at how different you sound when you're talking to
prospects and customers than when you're talking to friends,
colleagues and suppliers.
Recording phone conversations is a requirement of High
Probability sales training programs. It's not necessary to use a
telephone mike to record both sides of the conversation. Thus,
you won't be in violation of any laws.
Record your calls. Do you convey trustworthiness? In our next
Sales Tip, we'll discuss speaking styles and attitudes that can
considerably increase your sales productivity.
Sales Prospecting Closing Sales
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