This summer I’ve had the honour of working with smart, dedicated, enthusiastic sales teams. While each group was unique, they all shared a passion for their work, for learning and for understanding the “why” of today’s effective phone communication. This resulted in training sessions so full of ideas and inspiration that I became student as well as teacher.
For example, this past Thursday, one participant shared her reaction to getting right to the point at the beginning of each call (eliminating questions about health and weather): “I didn’t realize how much time I was wasting before getting to the point. I’m calling to ask an important question, so why am I wasting so much time.”
I couldn’t have said it better myself. One of the most important things we can do today to create great phone conversations is remain empathetic to the hectic schedules and overwhelming workloads of our prospects and clients. Displaying our empathy at the beginning of each phone call is a strong sign of respect and goes a long way to building and maintaining trust.
But this workshop participant took it a step further: “I’m now much more strategic when I pick up the phone. I get on and I get off so I can get on to my next call.”
Of course! By not wasting our prospects’ and clients’ time with unnecessary, and often unappreciated. chit chat, we are also being more efficient with our own time. We create the space to make more calls, reach more people, book more meetings, create more proposals, etc. And this makes the task more enjoyable, our work more bountiful.
Enjoy your phonework everyone!
What’s The Phone Lady Doing?
August 17 – Phone Power: Today’s Most Valuable Cold Calling Techniques, Advisors Circle, Panora, Iowa
August 18 – Telephone Talent, Javelin Technologies Inc., Toronto, ON
August 22 – Customer Excellence for Increased Revenue, Superline Fuels, Halifax, NS
August 25 – Mentoring Bootcamp with Futurpreneur Canada, St. John’s, NL
August 29 – Master Class in Phone Communication for Startups, Propel ICT, St. John’s, NL
August 30 – Master Class in Phone Communication for Startups, Propel ICT, Halifax, NS
August 31 – Master Class in Phone Communication for Startups, Propel ICT, Fredericton, NB
September 2 – Master Class in Phone Communication for Startups, Propel ICT, Charlottetown, PE
September 12 – Today’s Necessary Phone Skills for Sales, O’Regan’s National Leasing, Halifax
September 13 – Phone Fear to Phone Fabulous, CEED, Halifax, NS
September 14 – Telephone Talent, TD Wealth Financial Planning, Ontario (Tele-training session)
September 15 – Telephone Talent: Essential Skills for Reaching and Inspiring Conversations with Prospects & Clients, Estate Financial, Moncton, NB
September 15 – Telephone Talent, RBC, National (Tele-training session)
September 16 – Phone Skills for Job Search and on the Job, Older Wiser Labourforce (OWL), Halifax, NS
September 19 – Today’s Necessary Phone Skills for Sales, O’Regan’s National Leasing, Halifax, NS
September 26 – Kicking Off September Sales Week with ConnexionWorks (2 half-day workshops), Saint John, NB
September 28 – Telephone Talent, TD Wealth Financial Planning, Ontario (Tele-training session)
September 28 – Telephone Talent, RBC, National (Tele-training session)
October 4 to 7 – NSBI Trade Mission to DreamForce Conference, San Francisco, CA
October 16 – Mastering Essential Phone Skills, TripCentral, Toronto, ON
October 29 – Let’s Talk: How to Inspire Conversation on the Phone, CAA, Dartmouth, NS
November 16 – Telephone Talent: Phone Skills that Build Relationships and Support Growth, Newfoundland Assn of CBDCs, Gander, NL
November 30 – Phone Fear to Phone Fabulous, CEED, Halifax, NS