Here are some very powerful little nuggets to make your calls more effective. These tips are simple in theory, but in reality, are MUCH harder to actually remember and use consistently.
The quality of your conversations, and in turn the quality of your relationships, will improve as you master each one of these tactics.
- Preparation exudes confidence.
- Smile. Relax and be conversational.
- Slow down. You can't be powerfully persuasive if you talk too fast.
- Practice the power of pausing and let the silence do the heavy lifting.
- Practice active listening and pay attention not only to what they're saying, but what they're not saying. What are they really trying to say?
- Be (and stay!) in the present moment.
- Taking notes not only helps with details later but keeps you focused on listening to them.
- Listen for opportunities and create "open loops" that are good reasons for you to circle back with them. This could be an answer to a question, comps, or any number of things that come up in your conversation
- Work on building rapport as soon as possible. The fastest way to do this is to mirror and match their tone, inflection, and rate of speech. (Slow down!)
- Less is more. The more they talk (and the less you do), the more they like you. And they will value your opinion more when you do speak.
- Avoid weak language. Don’t say “if”, say “when”. Don’t say “try”, say “do”. Don’t say “possibly” or “maybe”, say “I will”.
- Use a downswing at the end of your sentences- even questions. An upswing takes away your power and makes you sound weak.
- Don’t be quick to accept the “no”. Don’t take “no” when “yes” is still an option- simply ask one more question.
- The process and consistency are most important.
- Develop a thick skin- remember that these people may be in pain, which is why we're contacting them in the first place. Don't take it personally or let one negative reaction keep you down for long.