Page 241 - ConvinceThemFlip

find the right approach
“What’s up?”
“Just a little Christmas present for Christine Burgin,
who heads up sales.”
“Oh yes?”
“And I just need your help to wrap it up.”
“Shoot.”
In the first example, Dennis lost sight of what he wanted;
he was more interested in venting than communicating.
In the second, he juiced up the conversation with meta-
phors: dreamers instead of advanced applications, doers
instead of the contracts department, Christmas present
instead of agreement. Smooth, pleasant, and effective: A
good phone schmoozer does not waste other people’s
time but, by the same token, does not rush things. Now
there’s a chance that the job may get finished.
Cold Calls
Just about the toughest ninety seconds in business
are the first minute and a half of a cold call, but they
can be necessary. Muldoon once told me that people who
make three times more phone calls than their competitors
are four times more successful.
Today’s well-trained salespeople know the value of
building relationships through networking, customer
retention, community and business group involvement,
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