UpYourTeleSales defines a “conversation” as an exchange of ideas between people. Everyone who answers their phone doesn’t end up having a conversation with me (or you) – which is why on my behavior pyramid I include “talk with a human” for that type of connection.
A conversation about business (yours or theirs) – industry (ditto) – product. Find out valuable things about them AND share things of value to them.
It’s not:
- an interrogation; where prospects feel like they’re under a bright light in concrete block room while talking with you.
- a survey of an endless list of questions that the prospect doesn’t know why they need to or should be answering.
Conversations with prospects & customers MUST be more relaxed. The best ones I have feel like we’re having coffee without time constraints or commitments – they take as long as they need to, no longer.
When you get off the phone, ask yourself:
- do I know more about them than I did when we got on the call?
- did they happily decide we should have another conversation?
- will our next conversation be even more comfortable than this one?
Instead of worrying about dials, count conversations – the dials are only a means to having a conversation anyway.