Dr. Birdwhistle, University of Pennsylvania, claims that when you are on the telephone only 27% of the communication are the words you say. 73% of your communication is your tonality (pitch, volume, tone, pace). Eek!
When is the last time you recorded your prospecting calls? Share with us what you learned!
I highly recommend that salespeople record their prospecting calls and listen to the playback. This is a powerful tool for prospecting improvement. You will automatically self-correct. You will hear the sublties that are screaming through your tonality. You cannot hide your attitude. You cannot fake it. People are tuned in and can “hear” your attitude. Ryan Pitts at www.newcallsolutions.com can set you up with a temporary account to record your calls.
This takes courage. If you choose to record your calls, do not fall into the self-criticism trap. If you are prone to self-criticism, I recommend you do not record your calls. You must be objective. Self-criticism will take you backwards and create a failure image in your mind and eventually you will live up to the image.
For help in any aspect of Sales Call Reluctance and Profitable Prospecting, call Connie at 602-380-5431, email her at connie@exceptionalsales.com. Connie can help you help yourself.
Specializing in helping salespeople get their “ask” in gear!