IF THE CUSTOMER VIEWS YOU AS THE PREDATOR,HE PROBABLY SEES THEMSELVES AS THE PREY
As a professional using the phone as your main method of communication, you perform a function that very few people in the world could do well, or would even want to try.
That's persuading someone to take action and make a decision, based almost solely on the words and ideas that come from your mouth. It's quite an awesome feat when you think about it. Question is, do you think about it. It takes a talented individual to be able to do that well.
If you're not listening carefully, you're probably not asking good questions. Some salespeople have all the answers before they ask the questions. Avoid the trap of talking too much, especially during the first call. Try to get the customer talking for at least 75% of the time you spend together. Don't talk about your products before your customer talks about his desires.
Communicate value
Consider this. If you're not communicating value, you must be communicating something else. (Probably the wrong stuff.)
Daaaaaa! The best way to communicate value is to take a genuine interest in the customer and his business.
If your potential customer sees you as a predator, it's because you're missing the qualities that professionals rely on. Haste not only makes waste, it creates the wrong image for you. If you're prepared, personable, punctual, and professional, you'll never be mistaken for a predator.
Your potential customers don't want to be preyed upon, they want to be helped, and will be if you offer the professional touch on every sales call Feel proud of what you do, and always strive to get better!
And of course we are forcasting another wonderfull day to be communicating
Have a great one
John
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