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Hey folks Keith Luscher here with another Prospect & Flourish Every Day moment. On the
subject of making calls, one of the rules I try to follow is just because somebody picks
up the phone, it doesn't mean they have time to talk. That doesn't matter who I am calling,
a client, my sister or my dad, or my best friend or a complete stranger. It doesn't
matter.
I know that there are some serious and very successful, credible sales pros out there
who will say that is the worst thing you should do. I get that. And I get their point, it's
valid--it's a valid point. You don't give them a reason to want to get off, you go right
into your sales pitch--not sales pitch but your value proposition and you want to get
them hooked and get them engaged and you've got a fraction of a second. I get that, I
don't like it. And it's just not how I like to work. And if you don't like it, don't try
it. You gotta work with the way that works best for you.
I know there are people who will disagree with me on this, but that's just the way it
is. So when working on the phone and if you've got an agenda on your mind, put that agenda
aside and be respectful of other peoples' time first. So when someone else answers the
phone when you are calling them, "Hey you got a minute?" "Did I catch you at a bad time?
If not, when can we connect?" That's it. So that's it for today. Questions, tips, everyday@prospectandflourish.com.
Thanks so much, see you tomorrow.