{"id":616,"date":"2015-03-05T04:36:31","date_gmt":"2015-03-05T04:36:31","guid":{"rendered":"http:\/\/gccwebsites.com\/startupsales\/?p=616"},"modified":"2015-03-05T05:45:12","modified_gmt":"2015-03-05T05:45:12","slug":"put-your-foot-on-the-ground-not-in-your-mouth","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/put-your-foot-on-the-ground-not-in-your-mouth\/","title":{"rendered":"Put Your Foot on the Ground \u2013 Not In Your Mouth"},"content":{"rendered":"

\"TalkingI detest talking on the phone.\u00a0 I hate how I can\u2019t see the other person, read their body language, or make eye contact.\u00a0 Even when I talk to relatives who live far away, I try to Skype them instead\u00a0of calling.\u00a0 A couple summers ago, I interned for a small startup in my area \u2013 and I was literally on the phone every single day.\u00a0 I would be lying to say I loved it, but by the end of the summer I hated it a lot less because of a few techniques I developed.<\/p>\n

Probably the most valuable \u2013 and anxiety-relieving \u2013 thing I did all summer was to script the introduction to a few calls that I knew I would be making more than ten times.\u00a0 John Brandon, writing for Inc., actually recommends the same thing to spark a client\u2019s interest in your next sales call.\u00a0 But instead of just rattling off your name and position at XYZ company, Brandon recommends a more creative approach.\u00a0 Here\u2019s the script he recommends:<\/p>\n

    \n
  1. Repeat the customer\u2019s name as a question.<\/strong> This way you not only confirm who you\u2019re listening to, but you also are appealing to their ego, since everyone likes to hear their name spoken.\u00a0 Also, it personalizes the call, which makes the client a lot more trusting.<\/li>\n
  2. Comment about the state.<\/strong> Brandon writes that if the person is calling from Florida, he might\"Paradise\"<\/a> \u201cask about how things are going down in paradise.\u201d\u00a0 Mention a local sports team or the weather.\u00a0 Again, it opens up the conversation and allows the seller to make a more genuine connection with the customer \u2013 something that isn’t centered around money or a deal.<\/li>\n
  3. Ask a very direct question.<\/strong> Undeniably, time on a sales call is of the essence.\u00a0 You cannot afford to waste time.\u00a0 Thus, after you’ve established a personal connection, go right into the pain.\u00a0 When you ask a question first, Brandon writes, you have the power to steer the \"Relief\"conversation in a way you want it to go, but also allow the customer to dialog with you.<\/li>\n<\/ol>\n

    So next time you make a sales call, don\u2019t be afraid to use your security blanket and script out your call \u2013 it may save you from some awkward hang-ups and stuttering!<\/p>\n","protected":false},"excerpt":{"rendered":"

    I detest talking on the phone.\u00a0 I hate how I can\u2019t see the other person, read their body language, or make eye contact.\u00a0 Even when I talk to relatives who live far away, I try to Skype them instead\u00a0of calling.\u00a0 A couple summers ago, I interned for a small startup in my area \u2013 and […]<\/p>\n","protected":false},"author":19,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-616","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/616","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/19"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=616"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/616\/revisions"}],"predecessor-version":[{"id":636,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/616\/revisions\/636"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=616"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=616"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=616"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}