Allbusiness.com brings us this article – Eight Tips on Crafting Effective Voice Mail Messages. We live in a world of voicemail which has changed telephone prospecting in a profound way. Throw caller ID on top of a robust voicemail system and under-skilled salespeople are dead in the water. The author states that voicemail messages should be approximately 15 to 40 seconds in length because: If your message is longer than one minute, you’ll lose their attention. Putting a time limitation on your voice mail messages prevents rambling. As such, it forces you to laser in on the most compelling language to achieve your secondary objective, which is a return call.… Read More
Continue ReadingWhat to do with the Decision Maker
All companies want salespeople who can sell to a high-level contact. Many ads claim you must be able to sell to the C-level. For some positions this is true but others it is a lower position in the company. The main point is to get to the right decision maker, but then what should a salesperson do? Selling Power chimes in with Don’t Make These Mistakes with Decision Makers. The author provides 5 strong points that all salespeople should follow when dealing with decision makers. The first point is one I keep encountering in other articles too: 1. Failing to prepare. When a top decision maker carves time out of… Read More
Continue Reading“Fat and Skinny Words”
Part of a salesperson’s role is building rapport with a prospect – it is a vital skill. A salesperson needs to match a prospect’s communication style since people naturally tend to relate to those they perceive to be similar to themselves. This older article from eyesonsales.com from Patricia Fripp, entitled Fat and Skinny Words: Levels of Abstraction throws an important concept into the rapport-building mix. Not only do salespeople need to adjust their communication style to match the prospect, but also their level of abstraction to match the organization level with whom they are communicating. The author explains her point by using the simple analogy of an automobile. If a… Read More
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