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Calling & The Art Of Conversation

Calling & The Art Of Conversation. 4 Tips to Make Your Phone Conversations More Effective. Help! I’ve Been Taken Hostage by a Sales Call!. How did the conversation feel? Did the person sound rushed or stiff, scripted? Was it hard to get a word in?

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Calling & The Art Of Conversation

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  1. Calling & The Art Of Conversation 4 Tips to Make Your Phone Conversations More Effective

  2. Help! I’ve Been Taken Hostageby a Sales Call! • How did the conversation feel? • Did the person sound rushed or stiff, scripted? • Was it hard to get a word in? • How did you feel about the sales person by the end of the conversation? Think back to the last time a sales person called you…

  3. The 4 Tips of a Great Conversationalist • Act like a host/hostess • Take your time • Ask open-ended questions • Listen Actively So how do these apply to phone conversations?

  4. Act Like a Host/Hostess • Greet customers on the phone the same way you’d greet customers at an Open House – warmly & enthusiastically. • Keep the conversation upbeat & casual. Be prepared to talk about current events, family vacations, movies, books, etc.

  5. Activity: Say What? • Say the following statements out loud emphasizing the • italicized & underlined words. • I thought Jan’s house looked great.(But now I think it needs some work…) • I thought Jan’s house looked great. • (But what’s up with that smell?...) • I thought Jan’s house looked great. • (But Jan looked awful!...) • I thought Jan’s house looked great. • (Compliment) What you say is just as important as how you say it!

  6. Take Your Time • Long-term relationships are key to growing your business. Invest the time to get to know your leads. • People sense when you’re in a hurry. Relax and really listen to what is being said. • Ask questions to uncover needs & wants.

  7. Use Open-Ended Questions Instead of saying… Try saying… • “Did you see the Open House signs on Main St.?” • “Did you like the neighborhood?” • “Did you like the house?” • “What led you to this particular Open House?” • “What are you looking for in a neighborhood?” • “What is most important to you in your next house?”

  8. Listen Actively • Use verbal clues such as “I see…” and “What happened next?” or “That must be difficult…” • Listen for information that can keep the conversation going. • Take notes as you listen. Let them tell you what you need to know.

  9. Today’s Call Session Make a minimum of 50 calls from your prepared list - Do Call List, SOI, OH Guest Registers, FSBO or Expireds. Keep track and report progress on the board. Record all leads and appointments made. Utilize Prospect Follow Up sheet to set follow up call appointments.

  10. Call Session Results How many calls were made in total? (Calculate on flipchart) How many appointments were made? (Calculate on flipchart) What worked well for you today when calling? What would you try differently next time?

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