Ask, Listen, and Do Both With Enthusiasm
In business, one of the most challenging hurdles to overcome is the “telephone lift” – the act of picking up a phone and making a call. At times, the phone, even one of those tiny ones that fit in the palm of the hand, can feel like a 500-pound weight. The best way to overcome “telephone lift” is to learn the art of asking and listening.
Think back to a time when someone told you about a wonderful movie they just saw, or a restaurant they recently enjoyed. You became so excited hearing about it that you couldn’t wait to get to the theater and buy a ticket, or to the restaurant to scan the menu. Enthusiasm is contagious. You can’t help catching the fever. The same is true when picking up the phone and calling someone to tell about your company’s products, services, or amazing business opportunity.
Your enthusiasm, crackling through the phone connection with a force of pure energy, can’t help but light up the person on the other end of the call. Chances are, the individual you are calling is a person you met at one of your presentations, or about town, and showed at least some interest in your company, products, and opportunity. They’re already a qualified lead.
Before placing the call, imagine the prospect saying “yes” to joining your company or purchasing your product or service. This positive attitude will be heard immediately, when you begin the call. Smile and be happy. Your prospects can’t see your smile, but they can sure hear it in your voice. Be prepared with a list of questions that guide the conversation with a series of “yes” responses that ultimately lead to a question about becoming a hostess, or trying the product, or joining you in the business.
Initial questions can be general: Have you ever thought about doing something alongside your family and other activities to earn extra income? Are you interested in earning extra income? Do you enjoy meeting new people? Would you like to be your own boss? The idea is to discover what the prospect wants.
The final questions are specific: Would you like to attend one of our team meetings? Would you be interested in hearing more about our business opportunity? Give the prospect what they want.
Ask questions and listen intently. Let your prospect tell you why your product, service, or business opportunity is right for them.
In his book, The Greatest Sales Stories Ever Told, master salesman Robert L. Shook observed, “Top salespeople are successful because they are consumed with conviction about their company and product. They believe in it so much that everyone around them can’t help but believing in it too.”
Whether on the phone or face-to-face, your enthusiasm says more about you and your company than anything you can tell.
