Your Reputation And Status Matters Too

Status And Reputation

Why it Matters:

Far Far too often, I see reps putting themselves down in front of prospects. They think it is helping them, but really, it is hurting them.

Here is why:

• You convey the message to your prospects that their time is more important than yours
• You reek of desperation
• You lower your reputation and status instantly
• You seem needy

Examples

What I notice most sales reps do when cold calling

• "Hey Jeff - this is a Friday morning cold call and you are going to hate me but..."
• "Hi Susie - my name is Chad from ABC and I am hoping to please have 30 seconds.."
• "Hello Donna - I know you are extremely busy, but can I let you know why I am calling and if you hate it you can just throw your phone out the window and never talk to me again?"

This is NOT how you want to position yourself in front of your prospect, especially as a 1st impression!

What We Should Do

Show that you are busy

When you are able to convey the message with the right language that you are just as busy as your prospect, if not busier, you will see much better results...

Take a look at how:

• "Hey Bob - noticed you submitted a request to get more info on our ABC service, I just had a couple of minutes in between calls to get back with you.."
• Prospect wants a meeting - "Hey Bill - It looks like we have a little bit of time between calls on Tuesday at 3 pm to have a brief conversation, would it be helpful if we send the invite for then?"
• Prospect says they are busy - "John, totally understand, I actually have been in back to back meetings all day and just found a minute to call you before my next call. When is a good time frame on you getting back to me to see if I will be open?"

Not only will this position you as the subject matter expert and make you in control of the conversation, but it will have prospects calling you back!

Thanks for reading, if you found any value here, shoot me a message.

Phone Assassin