1. When you get to the really important part of your script, try whispering. This focuses your prospect’s attention, because they will be concentrating on listening, and it also helps to draw them into your performance. It’s enticing. Make sure, however, that you do not whisper so much that they cannot hear you, but just enough to draw your prospect in. Repetition of words can have the same effect. Example: ‘This is a very, very exciting new product.’ The word ‘very,’ repeated twice, spoken slowly and with emphasis, can have an almost hypnotic effect.
When a prospect puts you on a speakerphone, try whispering. They’ll more than likely pick up the receiver, so that they can hear you.
2. People buy from people they like and people with whom they are comfortable. In the same way, your prospects schedule meetings with people they like and with whom are comfortable. So, be courteous, be genuine, and listen! Give your prospect your complete attention. When your prospect tells you of her concerns, try to repeat them back to her. This does two things: it shows your prospect that you are listening, and it makes sure that you get it right! If you do not, your prospect can correct you, and then you will get it right!
3. Think of your prospect as someone you know, someone who is open and interested. Visualize a customer that you have, someone with whom you have a good relationship and someone who is open and receptive to you. When you make calls, pretend that you are speaking with that customer and not a stranger.
4. Use directed words. For example, when you ask to speak with your prospect, say: ‘Jane Jones, please,’ and not, ‘May I speak with Jane Jones?’ The first sentence conveys authority; the second asks permission. Another example: Ask, ‘Who should I speak with?’ and not, ‘Do you know who I should speak with?’ Again, the first conveys authority, and whomever you are questioning, if they know, must answer with a name. In the second sentence, the response could simply be ‘yes’ or ‘no.’