You need to bring urgency and empathy to the call in order to get the attention of your prospect.

There’s also the all important 2 minute rule. No call should be longer than 2 minutes unless you’re booking an appointment. The reason is that if it’s going longer than 2 minutes then you’re having the fight / sales pitch over the phone, when you should be getting in front of the customer.

When you track and measure your calls it keeps you focused – ensuring that you’re highly effective.

During one 45 minute session you should aim for:
16-24 calls
8-12 connects
1-3 appointments.

If you’re not converting, record your call, play it back. It’s the energy you bring to the table, the quality of your questions and a real desire to progress the customer rather than harass the customer that makes all the difference.

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