I’m confident you intellectually already know this: NO one is waiting for your call
not your customers… not your prospects… no one inside your organization… even your friends aren’t waiting for your call.
As an inside salesperson, you KNOW intellectually no one is waiting for you to call them AND you’re more than aware preparing a ear catching – customer focused – value based opening statement is critical to your conversational success.
Yet, time after time – you make calls without being ready for conversational resistance.
Acknowledge
~ Soften ~
Ask a Question
The UpYourTeleSales conversational resistance formula is simple. The key is to create your response BEFORE you get stuck, like a deer in headlights, when a human on the other end of the phone pushes the STOP button. In that moment freezing you in your conversational tracks.
Acknowledge: you’ve heard them
Soften: our tone and with a phrase
Ask a Question: that is open ended, about what they just said
Eventually, each specific conversation STOPPER will no longer work on you… emotionally OR have you getting off the phone.
Instead you’ll have a little more opportunity to continue onto have a conversation (the UpYourTeleSales definition = an exchange of ideas between two people)