I had listened to these calls and immediately recognized the problem: the reps weren’t taking the time to immediately assess the prospect’s mood and connect with them, therefore they were coming off like sales reps — and the executives who they did reach weren’t having any of that…
If you call into the upper “C” suites, here is what I did (and you should be doing) to connect with and give yourself a chance to have a conversation with them.
Dial Three to Five Times
First of all, before you leave a voice mail, try calling three to five times to try and reach them first. Vary the times of your calls, and on same day and on different days, to see if you can reach them.
I have done this for many years and it’s amazing how lucky you’ll get if you just persevere.
When you do get them on the phone, immediately el salvador telegram data assess their style of communication by how they answer the phone.
Are they in a hurry? Are they a driver? Laid back? Relaxed and at lunch?
It’s crucial that you match their pacing and their energy or else you’ll just telegraph that you’re a sales rep who is going to waste their time.
For example: When one COO answered the phone, he was short and somewhat demanding. I immediately said: “John, thanks for picking up the phone, I’ll make this brief…”
Then I went into a two sentence value statement and asked him a question. He was appreciative that I didn’t begin reading a sales pitch at him and gave me a considered answer to my question.
Rapport Building Techniques
This is important: If you find someone who seems somewhat laid back or at least not in a hurry to bite your head off, then connect with him by talking about something else – briefly – before you pitch him.