Tough Sell

Setting The Tone

Want to be more effective on the phone? Follow these tips:

  • Never type on your keyboard, open mail or read e-mail when you're on the phone. This is the equivalent of talking to one person while looking at another.
  • Be prepared. If you're going to call a prospect or client, have a clearly defined plan and goal in mind before picking up the phone.
  • Don't leave "cute" messages on people's voice mail. Unlike a conversation, you won't be there to explain it if the message falls flat. It also sounds unprofessional.
  • Keep it short and stay focused. Always be prepared to politely steer the conversation back to the reason for the call.
  • Learn to be quiet. Don't let the call become a one-sided pitch. Be a good listener.

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