Applications Exercises:
Don't Wear a Snow Suite to Hawaii
Application Lesson 1
Most people who hear this data for the first time frequently don’t realize just how important
it is. Only when you hear a trained coach review a call does the significance hit you in the
face.
If you don’t try to think and work with this data you will pass up a great opportunity to
improve your telesales skills, I guarantee it. And I guarantee that if you follow these
application lessons you will improve, possibly remarkably.
If you aren’t sure, try this test. Record a short part of one of your favorite newscasters
stories, just a couple of lines. Transcribe or memorize them so that you can present them back
to the recorder.
Now you make the presentation to the recorder. Compare the two recordings and what you likely
will find is that you sound flat and boring – in fact you will find it hard to make your
version sound good – it takes real practice.
Now imagine how much better you could possibly sound. Would it make a difference – you bet it
would!
The first task is to start “HEARING” the content in voices, not the ones in your head, by your
own and that of your prospects as you go through your calls.
Here are some things you can to that will help improve you vocal tone and presentation. To get
the most out of the video do each exercise until you have some breakthrough in your result or
comfort level. These exercises will help even the most seasoned telesales person if approached
seriously.
Exercise 1: Forcing awareness. Part ONE
This exercise involves hearing both of your voices (there may be more). The first voice is your
“normal" voice or what we call the “casual voice.” Our casual voice is how we communicate most
of the time. The second voice is your impassioned or what we call your “presentation voice.”
This is the voice contains your passion and enthusiasm.
It is easiest to find these voices in your personal calls. We recommend that you get a tape
recorder and phone recording jack* (*Necessary if you wish to tape both sides of a conversation.
Radio Shack has a $15 jack that works great.).
Then, tape some of your telephone conversations with friends and family – you don’t even need
to tape both sides of the conversation, just use the open microphone on your recorder when you
talk on the phone to record what you are saying.
You will easily capture your casual voice, but your goal is to also capture your impassioned
voice. Once you capture your impassioned voice, you want to compare it to the voice you use in
your sales presentations at work.
Now tape some of your sales calls (your side only is good enough at this point) and listen to
yourself – see if you can here your “smile”, your “excitement for what you are doing,” your
passion for the product you sell.” If you can’t, you have an opportunity to improve.
Listen carefully to find your “presentation voice” – the voice that says in “tone” that you are
excited and passionate about what you speak.
Whatever you’ve got, your prospects are going to catch – let them catch passion and enthusiasm!
Exercise 1: Forcing awareness. Part TWO
In order to start increasing your awareness level, do the following when making your sales
calls.
Have a piece of scratch paper next to you when you make your calls. Each time a new person
answers the phone write down one or two words describing them, for example; “cold,” “bubbly,”
or “very distant.”
It is not important what you write down, the purpose is to get you listening. As you practice
this you will hear more and more even in the first word or two the prospect speaks. These are
clues you can use to better handle your calls.
This is a most valuable skill for selling on the telephone.
Exercise 1: Forcing awareness. Part THREE
Start paying attention to “vocal tone.” Start looking for different emotions and characteristics
when you hear people speak – especially on the telephone.
Watch people who speak well and use their speaking to influence others. Politicians,
evangelists, and news anchors are all excellent people to observe. Watching any of the great
speakers will give you ideas on how you can improve.
When you have completed the above please proceed to
Application Lesson 2
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If you have any questions about these exercises or the associated video, do not heistate
to call or write. I will be glad to help.
Telephone: 408-460-7178
Email: Question@telesalesuniversity.com
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If you want to learn how
to sell on the telephone,
or manage inside sales
you're in the right place!
Sales & Management Educational Quizzes
On our www.penoyer.com web site.
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