| Why nobody calls you back |
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| Wednesday, 23 May 2007 | |
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Making phone calls to someone you don't know is tough. If you're like most people, you agonize over what to say for what seems like an eternity before you finally get on the phone. "Why bother making these calls?" The reality is that everyone who works in large companies is absolutely swamped these days. For just one minute I want you to imagine yourself as a busy decision maker: People on your staff are demanding your attention. When you log on to get your emails, 87 new ones come in. You check your voicemails because you're expecting to hear from a key customer - 14 new messages waiting. When you get to this one from a sales rep, what goes through your mind? "Mr Hope. This is Terry Smith. I'm an account executive from Faster Printing. We're a leading supplier of printing for organizations like yours. We've recently introduced some new capabilities that enable you to save time and money. We're really excited about all the new functionality and what it could do for your company. "I'd love to set up a time to find out a little bit more about your needs in this area and tell you more about ourselves. Please give me a call at your earliest convenience to set up a time when we can get together in the next couple weeks. My number is 09-455-0983. And again, this is Terry Smith from Faster Print." You may laugh at this message, but this is exactly the type of voicemail left by most sellers. I'll bet if you alter a few words here and there, it would look suspiciously like one you recently left for a prospect. If not, it's time to go back to the drawing board. Customers don't want to "hear" about your product; They don't want to "explore" how you can help them - That's your job to figure out. As you're reflecting on what you might say on the phone, think about:
The above was an edited extract from the weekly newsletter by Jill Konrath. Check out her website at http://www.sellingtobigcompanies.com/ Comments (0)
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