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By: Dave Lewerenz
 a reply to Finding my voiceby Dave Lewerenz on Sep 27, 2007 - 10:03 PM read 175 times Source: http://txaggie94.wordpress.com/2007/08/09/finding-my-voic... |
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Katie, great blog, however I have to disagree with Mr. Swanson’s advice on one very important point…
Most sales prospects / job candidates, will not give you enough time to say “Hello, my name is Harry Swanson, a recruiter with ABC Company. Im currently representing a fast-growing, highly successful software firm….” Chances are you will get cut off before you even get to the 7 second marker, let alone 15 seconds.
Why? Because you sound like everyone else and the prospect’s attention span automatically shuts down at about 4 seconds….. it may appear that your prospect is still listening, but they aren’t - they may be “hearing” you, but they are not actively listening to you!
A better way to open up any cold call is by saying “Hi, I’m Dave Lewerenz, with ABC recruiting - CAN I ask you two quick questions?
I know that approach goes against what just about every sales trainer will tell you, but it works - It makes your prospect engage you and there by LISTEN to what you’re saying / offering… Only when you’re prospect is truly listening, do you have a shot at proceeding forward. Otherwise you are just frustrating yourself and your prospects - BE DIFFERENT - Be Yourself!
On a side note….you’re a yankee living in Texas, not a Texan - I’m from Chicago, living in Ft. Worth….I’m a yankee too and will NEVER be a Texan - Be proud of your upbringing, it’s what has made you who you are today!
Dave Lewerenz
Ft. Worth, Tx (Damn Yankee from Chicago)
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