Issue Date: Sales Success Feb 1, 2008, Posted On: 2/1/2008
From the Customer's Viewpoint: Record your prospecting calls Do you sound like the "typical salesperson" when you call prospects and customers?
If the tone of your conversation is excited, friendly, charming and deferential — typically "sales-y" - you're probably arousing suspicion and creating sales resistance. Selling into that resistance is very difficult.
Discover how you come across on the telephone by recording all of your calls for two days. When you play the recordings back, you may be amazed at how different you sound when you're talking to prospects and customers than when you're talking to friends, colleagues, and relatives.
Recording phone conversations is a requirement of many sales training programs. It's not necessary to use a telephone mike to record both sides of the conversation. Thus, you won't be in violation of any laws. You are interested only in your side of the conversation.
Record your calls. Do you convey trustworthiness? Your speaking style and attitude can considerably increase your sales productivity.
