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Three Tips To Keep Them Listening

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Here are three little techniques to keep your prospect on the phone a few seconds longer then a few more seconds.

They all show the consumer that you respect their time, their intelligence and their role as decision maker. As Seth Godin says, respectful marketing "is not just good manners, it's profitable"

When we treat people with respect, they're more likely to do what we want... The only way to make a long-term profit is by respecting people." (2004, p. 114.)

So how do you do that?

1. Tell Them It'll Be Quick

In the opening line or two, signal that the call will be quick. Here's how: Add this phrase to your script:

"I only have a minute, and I'm calling you because"

This brings immediate relief to people who are busy. It also tells them you will not be spending hours talking about the latest episode in Aunt Lulu's marital saga or her children's escapades. In cold market conversations, it quickly sets you apart from other sellers who tend to talk nonstop, trying to force the person to stay on the phone as long as they can.

COPYRIGHT Kim Klaver 2004

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