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Please consider this free-reprint article written by:
Helen Robinson
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Article Title: Do You Dare Throw Away The Script And Start A
Conversation!
Author: Helen Robinson
Word Count: 540
Article URL: http://www.isnare.com/?aid=50593&ca=Marketing
Format: 64cpl
Author's Email Address: helsydr[at]earthlink.net (replace [at]
with @)
Easy Publish Tool: http://www.isnare.com/html.php?aid=50593
================== ARTICLE START ==================
Stop the sales pitch and start talking and listening to your
customer. �It�s an amazing feeling, says Helen Robinson, when
you feel the rapport, that mutual trust you�re building with
the customer.�
My first experience in sales was in telemarketing. I was so
scared that to this day I can�t remember what I was selling.
The sales trainer told me to read the script and all would be
fine. I found a nice secluded corner desk where no one would
hear me and dialed my first lead. I introduced myself and
started to read the script I was given. I thought I was doing
fine until the gentleman asked me a question. �You can�t do
this to me; my trainer didn�t say anything about questions;
there are no questions in the script!� Of course I didn�t voice
this out loud; I just broke out in a sweat, lost my place in the
script and felt my throat closing.� Since he had no idea who I
was, thank heaven, I just hung up the phone. Silly wasn�t I?
At that moment I decided I needed a new mindset. The person on
the other end doesn�t know me. The only reason they will speak
to me is because I sound warm, friendly and polite and if I ask
a question, even a simple one, I will wait for an answer. Have
you experienced the caller who asks how you are today and
doesn�t wait for an answer just starts reading some words on a
piece of paper?
Wouldn�t it be nice to build up that trust and create a
customer for yourself and the company you work for? You don�t
need a script. You should learn all you can about your company,
the product or service you�re selling before you pick up that
phone. Try to be relaxed and get you�re customer in the same
mood.
Here�s one of my best examples of listening and I think one of
my favorite moments on the phone. A business owner called
asking for some information to be sent to him. I tried to get
some information about his operation to start a conversation
but that�s all I could get was a yes or no answer. From the
name of his business I realized he owned many pretzel
concessions that were located in movie theaters, etc. I was
listening to his tone and it seemed to me that he wasn�t
unfriendly, perhaps just shy or had a really bad day. He
proceeded to give me his name, address and in the middle of
this information, I asked, �Do they come with mustard?� The
long silence was deafening. I said, �The pretzels, do they come
with mustard?� He started to laugh and I breathed a huge sigh of
relief. I knew he would become a customer and he did. I looked
forward to calling him for reorders and I really think he liked
hearing from me. The moral of the story, believe in what you�re
selling, know your product and enjoy talking to your prospects.
Relax and the orders will come.
About The Author: Helen Robinson was the VP of a marketing firm
employing more than 100 salespeople. Before retiring she managed
a Human Resource company. You will find excellent articles such
as �7 Ways to Cut Loose from Old Sales Thinking�on her website
at http://www.sales-training.ideatreasury.com
Please use the HTML version of this article at:
http://www.isnare.com/html.php?aid=50593
================== ARTICLE END ==================
For more free-reprint articles by Helen Robinson please visit:
http://www.isnare.com/?s=author&a=Helen+Robinson
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