Many of you sent private emails to me with your thoughts about those excerpts. Those thoughts echoed what was said by the person who made a post, "sounds like everybody is doing the same thing and no one really knows what to do."
Yep, that about sums it up.
Using a lot of words when you are face to face with a prospect is acceptable, even desirable. When you move to the phone, however, the impact of using a lot of words is entirely different.
When I interviewed executive assistants and executives alike they honestly wanted savvy sales pros to know that:
1) using too many words leave the listener feel body slammed, pushed up against the wall
2) when a caller uses too many words the listener "glazes over" and tunes you out
3) the listener has a hard time grasping the purpose of your call when you use too many words
Said another way, although your intention in using the words you use is to introduce yourself, establish legitimacy by stating the name of your company, and giving your prospects a "heads-up" about what your company does ... the unintentional impact is that your prospects feel body slammed, ignored, and unimportant.
That's one of several major points that I noticed about the scripts posted last week ... they use just too doggone many words.
So, how many words can you speak before you must, must, must engage your prospects in conversation? 10-15. That's not many.
How will you rethink your calls to get rid of the undesirable impact and to leverage the desirable outcome?
Share your thoughts with a post, those who participate always learn the most! More from me next week.
Leslie Buterin (like butterin' bread)
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