Be sure to call your client on 0800 by name. If you have just met, try to have his name imprinted on your memory. This can be achieved by repeating it to yourself several times, and often using it. Remember that people are most interested in self! American researchers analyzed 500 phone calls and found that the pronoun “I” is found in them more than 4,000 times!
For Future Reference
- At the end of the conversation, write down the name of the interlocutor, as well as other information about him received during the conversation, for example, the names and age of his children. Keep these records carefully. They will help you establish even warmer relationships on subsequent free phonecalls.
- Smile during a telephone conversation. A smile not only helps to convey your enthusiasm, but also feeds you with energy. A smile contributes to the brain’s development of chemical compounds that increase the feeling of self-confidence and optimism.
- Be sure to make “thank you” calls in cases where you have provided any service. They are very useful for future collaboration. The faster your reaction, the more effective such calls.
Take your Time
- Try to imagine the mindset of the interlocutor. This is not an easy task, but there are ways to make it easier.
- Do not attempt to perform an objective analysis based on the interlocutor’s voice during free business calls. For the left brain hemisphere, responsible for logic, there are too many unknown values in this situation. Instead, listen to the intuitive right hemisphere. Relax, listening to the interlocutor, and allow impressions and sensations to form in your brain. Such natural impressions can be surprisingly accurate.
- A high rate of speech (if the content is quite meaningful) indicates higher than average intelligence.
- Fluctuations, stuttering and pauses often show excitement or indecision.
- Depending on the content, underlining certain phrases may indicate appropriate subconscious likes and dislikes.
- According to the style of the interlocutor, try to determine with what type of personality you are talking: with a “manager”, “mother”, “mechanic” or “motivator”.
- The “leader” should explain how your proposals will contribute to his success or facilitate the achievement of his goals. Convince the “mother” in the value of their proposals, emphasizing the benefits they will bring to people. When talking with the “mechanic”, use the facts and figures, and the message for the “motivator” should be as entertaining as possible.
- Encourage collaboration with the phrase: “Do you agree?” This will allow you to cause a positive reaction of the interlocutor to your message.
- Involve him in a conversation at any time when you need feedback on how your ideas are perceived, or when you want to highlight the key points of your message.