I recently received a cold call in my office and when I answered the telephone, the person on the other end was talking to someone else. I paused, waiting to see how long it would take him to realize that his call had been connected. A few seconds later he noticed and he started into his pitch, which by the way, was pretty bad.
Here’s the first thought that ran through my head after we disconnected; he was not paying attention to the call. First impressions are essential and if I had been a highly-qualified, targeted prospect, he would not have earned my respect simply by the way he handled the beginning of the call.
Let’s face it. There is a ton of competition out there. And if you are not completely focused on the other person when you make your prospecting calls, you run the risk of losing business to your competition. This may sound easy but it often isn’t.
You need to eliminate distractions such as people vying for your attention, emails dropping into your in-box, and outstanding tasks because they take your attention away from the call at hand.
Kelley Robertson helps sales professionals and businesses discover new techniques to improve their sales and profits. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at http://www.robertsontraininggroup.com. For information on his programs contact him at 905-633-7750 or by email.