My first experience in sales was in telemarketing. I was so scared that to this day I can't remember what I was selling. The sales trainer told me to read the script and all would be fine. I found a nice secluded corner desk where no one would hear me and dialed my first lead. I introduced myself and started to read the script I was given. I thought I was doing fine until the gentleman asked me a question. "You can't do this to me; my trainer didn't say anything about questions; there are no questions in the script!" Of course I didn't voice this out loud; I just broke out in a sweat, lost my place in the script and felt my throat closing." Since he had no idea who I was, thank heaven, I just hung up the phone. Silly wasn't I?
At that moment I decided I needed a new mindset. The person on the other end doesn't know me. The only reason they will speak to me is because I sound warm, friendly and polite and if I ask a question, even a simple one, I will wait for an answer. Have you experienced the caller who asks how you are today and doesn't wait for an answer just starts reading some words on a piece of paper?
Wouldn't it be nice to build up that trust and create a customer for yourself and the company you work for? You don't need a script. You should learn all you can about your company, the product or service you're selling before you pick up that phone. Try to be relaxed and get you're customer in the same mood.
Here's one of my best examples of listening and I think one of my favorite moments on the phone. A business owner called asking for some information to be sent to him. I tried to get some information about his operation to start a conversation but that's all I could get was a yes or no answer. From the name of his business I realized he owned many pretzel concessions that were located in movie theaters, etc. I was listening to his tone and it seemed to me that he wasn't unfriendly, perhaps just shy or had a really bad day. He proceeded to give me his name, address and in the middle of this information, I asked, "Do they come with mustard?" The long silence was deafening. I said, "The pretzels, do they come with mustard?" He started to laugh and I breathed a huge sigh of relief. I knew he would become a customer and he did. I looked forward to calling him for reorders and I really think he liked hearing from me. The moral of the story, believe in what you're selling, know your product and enjoy talking to your prospects. Relax and the orders will come.
Related Articles
Pure Profit: Four Secrets Of Successful Sales Diversification
By: Michael Roby | 06/04/2007 | Business
What a week! Seven speaking engagements and sales training in five cities in Washington, California, and Texas, and five flights provided for an exciting but tiring trip. When my wife picked me up at the airport, the last thing I wanted to do was dine out. However,...
Five Mortgage Marketing Concepts
By: Jay Conners | 29/05/2007 | Business
When working in the mortgage industry it is important to not only market your business and its products, it is important to market yourself as well. Here are a few mortgage marketing concepts to help you achieve that goal.
Mortgage Leads, Looking for Quality
By: Jay Conners | 04/06/2007 | Sales
If you are a loan officer or mortgage broker that has used mortgage lead companies in the past, there is a very good chance that you have encountered some bad experiences.
Sales Techniques That Assist in Selling to Generation Y
By: Drew Stevens | 08/08/2008 | Business
There is one area where the selling professional can achieve more effectiveness by trends and social issues. One of the largest yet daunting areas of research today relates to the Millennials or aptly called Generation Y.
Mortgage Leads, Save Money, Make Money
By: Jay Conners | 27/04/2007 | Sales
For people in the mortgage industry such as loan officers and mortgage brokers that are looking to purchase internet mortgage leads, choosing the right mortgage lead company cannot only make you money but it can save you money as well.
Customer Service Leads to Customer Loyalty
By: Jay Conners | 30/05/2007 | Sales
All customers want and expect superior customer service, and it is all too important that we give it to them. Otherwise, our competition will.
Mortgage Lead Companies, Invest Wisely
By: Jay Conners | 29/06/2007 | Business
Investing with a mortgage lead company these days can prove to be tricky for loan officers and mortgage brokers.
Quality Internet Mortgage Leads
By: Jay Conners | 02/07/2007 | Business
If you are a loan officer or mortgage broker on the market for internet mortgage leads. Sometimes it may be better to go after quality leads, as opposed to buying your leads in quantity.
Got a Question? Ask.
Ask the community a question about this article:
Frequently Asked Questions
Are the Agel products as good as they say? was ...
By: tiginat | 24-11-2007
Are the Agel products as good as they say?was there any research on how they effect our health and body?
Black Friday
By: bisthedog | 23-11-2007
What is black Friday and why is it called like this?
Automated customer service
By: ManuelGarcia | 17-11-2007
Hi, I am looking for reliable articles that will give me some information about automated customer service. Can someone pls provide me with a website? Thanks Manuel
Is an iPod Shuffle - 1 GB a good prize for an ...
By: wickedtruth | 17-11-2007
Is an iPod Shuffle - 1 GB a good prize for an online contest/drawing? If not, do you have any other suggestions?
What is seo?
By: freepass99 | 12-11-2007
what is seo?
How to run a web 2.0 site?
By: xiaonanhuang | 12-11-2007
how to run a web 2.0 site?
Q&A Powered by:
Latest Sales Articles
Tips for Purchasing a Suit
By: Mejo John | 21/08/2008
Advice float from any nook and corner, and every fashion designer or a fashion expert would advice you on the matter of a suit. They would say that it is essential that every man has atleast one nice suit. You never can estimate when you would require a good suit for a wedding or for a business meet where formal attire is a must.
Something Smells - Not You, Is It?
By: Ramon Vela | 20/08/2008
During difficult financial times, sales can be very challenging. Especially since your clients can smell fear and desperation.
Direct Mail or Email - Use Your List
By: Ramon Vela | 20/08/2008
Experts suggest that you contact your database of prospects 30-50 times a year in multiple mediums such email, direct mail, telemarketing, in person, etc.
Events -- When to Conduct Yours
By: Ramon Vela | 20/08/2008
A marketing event is only as successful as the strong involvement of you and your event vendor partner.
C-level Relationship Selling: Selling at the C-level, the 5 Elements: Part III - Confidence
By: Sam Manfer | 20/08/2008
In order to sell at the C-Level you have to believe you belong with these people. This requires confidence and elimination of self doubt. This article will show how to build you’re confidence so that both you and the executive believe you belong.
How to Use Affiliate Marketing Processes to Start Up When Your Own Business
By: Suresh Kumar | 20/08/2008
Getting involved in an affiliate marketing home business is one good way to earn an income from home. An affiliate marketing business can be a means of earning a nice amount of income without having to put up a large investment to stock inventory.
Fantastic and Highly Fashionable Nyc Organization Spy Bag
By: m.jeya | 20/08/2008
The bag is a premium grade clear bag with a million and one uses. Fendi inspired Spy Bag Red is viewing the highest quality, inspired handbags available. The Spy Bag is the ideal travel organizer. The gorgeous red leather spy bag features one main roomy compartment and one inner wall zippered pocket. The authentic Fendi Spy Bag is made of buttery soft leather that seems to melt under your fingers.
Interesting Facts on Different Kinds of Men’s Underwear
By: Mejo John | 20/08/2008
There is no tricky question about the different kinds of men’s underwear that are existing today. It becomes little tricky when you are buying for your man for the first time from the huge variety. You might want to ask him which type he prefers going for as men differ from the shapes of underwear they wear.
More from Helen Robinson
Who's the First Person to Greet Your Customer?
By: Helen Robinson | 27/07/2006 | Business
Ralph Waldo Emerson said "Life is not so short but that there is always time enough for courtesy." I spent an interesting hour at the dentist's office yesterday and the time actually flew. I found it fascinating and almost entertaining watching the young woman at the front desk. I guess I'm accustomed to being greeted by a receptionist with a smile and an attitude that conveys ‘thanks for coming to see us, not them'.
Isn't It Interesting That You Are Never Bored When Your Head Is In The Refrigerator?
By: Helen Robinson | 10/07/2006 | Health
We all know the secret of staying slim is not to eat yourself into oblivion! But if you stay at home and do the same things everyday, you're going go be bored to tears. Monet Robier, a dancer/choreographer said, "Everyday there must be something I can't do, otherwise it's boring."
Shrimp & Egg Lovers Take Heart . . . Gurus Say, "They're Low in Fat and Good For You."
By: Helen Robinson | 21/06/2006 | Fitness
I love shrimp! I love eggs! I begged and pleaded, don't take them away from me. All these years the nutritional gurus have been telling us they're high in cholesterol and if you eat these two foods you will have a heart attack!
Death of a Salesman? It's What Happens When the Customer Says "I'll Think It Over!"
By: Helen Robinson | 07/06/2006 | Business
Michael Jordan said "Obstacles don't have to stop you. If you run into a wall, don't turn around and give up. Figure out how to climb it, go through it, or work around it"
You have given a great presentation, you ask for the order and the customer says he‘s going to think it over. This was the moment I felt was the last straw. I'd had it! I don't want to sell anymore; I'm going back to bookkeeping! So, without a care in mind I said whatever came to mind and it worked! Let me share my epiphany with you.
To the Salesmen Who Have Prejudged Me. . . . I Want You to Know the Costly Mistakes You Made
By: Helen Robinson | 19/05/2006 | Business
Salespeople who prejudge prospects based on appearances, the car in the driveway or the home they live in are missing out on some of the best clients. Having experienced this personally, I hope the two salesmen who decided I couldn't possibly be a buyer are reading this. They never knew how much they lost.
How About a "Natural High" Instead Of Those Mood Altering Drugs?
By: Helen Robinson | 14/05/2006 | Fitness
Researchers have found that exercise releases serotonin into the brain and creates a feeling of euphoria. If you can achieve a "natural high" a sense of well-being without the Prozac and the other depression drugs and do away with the serious side effects, why not try?
They Say "Look in the Mirror, Don't See Fat, See Beautiful!" That's Not Going to Make You Healthy!
By: Helen Robinson | 30/04/2006 | Health
Henry Ford said, "Whether you think you can, or you can't, you are usually right." If you really want to improve yourself, know that you can. You will not be dieting; you will be changing ingredients and giving in to some changes without turning your nose up before trying them.
I Pulled A Fast One on My Obese Husband - Now He's Skinny and Loving It!
By: Helen Robinson | 21/04/2006 | Health
Put his obese body on a diet but whatever you do, don't tell him....when he loses lots of weight and thinks he's dying some horrible death, tell him he's losing weight because of those tasty but healthy meals you've been cooking for him.
Business 
