|
Author: Wendy Weiss Article source: http://www.kabish.com/. Used with author's permission.
On an introductory call, your voice is your instrument. During a face-to-face meeting, you have visual cues and body language available to add layers of meaning. On the telephone, you have only your voice and the words that you use. The way that you use your voice can make or break your conversation.
Imagine that you are telling a bedtime story to a child. You would not drone on in a bored tone about the "Big, Bad Wolf." No! You would put fear and passion into your voice to have that story come alive for that child. On an introductory call, you are telling your story to your prospect. Think about it in the same manner—what you would like that prospect to hear, feel and see.
The emphasis on any particular word can totally change the meaning of a sentence. Let's take the phrase, "She is not a thief." If you emphasize the "She"—the sentence means that she is not a thief, but someone else is. If you emphasize "not"—the sentence is a defense. If you emphasize "thief"—the sentence implies that she is something else that you have just not named. Think about the emphasis that you wish to make—and use your voice accordingly!
Look at each sentence in your sales pitch and determine what you are trying to convey and what is the best way to do so. Try out different line deliveries, until you are satisfied with the result. Use a tape recorder to listen to how you sound. Do you sound like someone with whom you would like to have a conversation? Listen for warmth and passion in your voice. Do you sound interesting? Convincing? Confident? Is your speech clear, professional and pleasant? Or do you sound angry, tired, tentative or bored? Is your speaking voice nasal, a monotone or singsong? Do you speak too fast or too slow? Do you mumble? Remember as you listen to the tape that you hear yourself differently than do others. By listening to your taped voice, you will hear yourself as others hear you.
Once you have determined what you wish to convey to your prospect, practice your script until it flows easily. You do not want to sound like you are reading a script. Call your friends and pitch them. Perhaps you can work with a colleague who is also making introductory calls. This way, when you have your prospect on the telephone, you will be prepared and voice the message that you wish to voice.
© 2004 Wendy Weiss Wendy Weiss, The Queen of Cold Calling & Selling Success, is a sales trainer, author and sales coach. She is the author of Cold Calling for Women and the recently released Cold Calling College. Get her free e-zine at http://www.wendyweiss.com.
Why Christian and Atheist Libertarians Get Along
For his part, Charlie is a declared atheist. And, therein lays a dilemma for some libertarians. How can I — a certified, card-carrying Bible thumper — stand sho...
Transit Strikes Inevitable During Times of High Fuel Prices
Did you know it is a strategy of Cities to not negotiate with their unions during times of high fuel prices; same with School Districts and their bus drivers? B...
Do I Owe Money After I Have Been Foreclosed On?
This article summarizes what happens when a home owner loses their hous to foreclosure and the financial repercussions the occur afterward.
Charity Golf Tournaments
Make your charity golf event a big success!
Focus Yields Results
Recently several people asked me why I enjoy my outdoor adventures so much. More specifically as my mother might ask me -- how can someone who is afraid of heig...
Pet Loss: Should You Clone Your Cat?
We all have to deal with the death of our beloved cats at some time or another. For some, that loss, like the loss of any loved one, can be very hard to cope wi...
The Origins of Mothers Day
Most people mistakenly believe that Mother's Day is an invention of the greeting card manufacturers and flower shops — a cynical ploy to make the nation spend m...
The Good Luck Recipe!
Good luck was not part of my life for many years until; I discovered a formula that has proven to be effective for me and many others.
Seven Fatal Errors in Online Marketing Demos
This article talks about some of the fallacies about creating online demos so thatyou can market your products effectively.
Web Site Accessibility
Accessibility seems to be one of the hottest issues in web design at the moment. Many companies are rebuilding sites to meet accessibility standards. So, what i...
Publicity Wont Thrive on Press Releases Alone
You can't build a successful publicity campaign on press releases alone, for the simple reason that very few press releases ever make it into the paper.
How Stained Glass Can Add Elegance To Your Home
If there is one way to throw a new light on your home, it's
through the stained glass you put in your windows. Whether
you want to enhance old windows by repla...
The Harmonic
However, it would be nice to see these researchers (are not historians supposed to research?) ask people who are knowledgeable about alchemy and present their o...
Building Your Website to Save You Money
Does your website make you any money? Does it SAVE you any money? Websites are more than just marketing tools, out there in Cyber-Land effortlessly promoting yo...
Aromatherapy and Pregnancy
Aromatherapy is a natural healing science employing essential oils extracted from aromatic plant sources to treat and balance the body, mind and spirit. During ...
Sanity Savers for the Thanksgiving Hostess
The first time I hosted Thanksgiving dinner for my husband's family, I was a new bride of only three months. I had never attended a family holiday event before ...
Loan Officer Websites: Your Marketing Hub to Magnetize Realtors
How to convert loan officer websites into interactive brochures to earn more agent-referred business.
Are You an Information Front-Seater or a Back-Seater?
During my never ending quest for knowledge on business, investment, motivation, personal development and other topics that interest me I have attended countless...
Punctuality in Business: What it Says About You
What does being punctual say about you? It shows that you care, are professional, and that your habit is your brand among many other positive qualities of a bu...
Questioning Cardio for Weight Loss?
C+A+R+D+I+O does not always = Weight Loss. Find the answer to this
mathematical equation...
Search Engine Success & The Google-Vision Secret
Have you ever seen a horse plodding down the road wearing blinders? A lot of people see the road to good search engine listings the same way. With blinders on. ...
Save Money on Groceries: Part I
You can help to lower your monthly expenses by reducing your grocery bill. These are two simple methods of doing just that.
Electrical Savings System; Save up to 40% on Your Electric Bill Every Month
Save up to 40% on Your Electric Bills every Month / Concerned about Family-Health and Home
Making the Most of Now
How do you spend your days? Are you making the most of every moment you have in every day? If not - read on...
|
Print this page