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ProActive Selling, 2nd Edition by William Skip Miller

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CHAPTER 6

Additional Sales Call Introductions

TAILORING THE SKILLS YOU USE with 30-Second SpeechTool, described in Chapter 5, for voice mail and e-mail is not hard. The key is to adapt them for the right type of sales communication.

Voice Mail

When most salespeople leave a voice mail, they do a good job at the introduction and anchors. Then they ask for a callback but forget the WIIFM questions, which is why they are getting a low callback ratio.

Additionally, salespeople, trying to ensure that they give enough information to create an interest for the prospect to call back, tend to leave messages that are too long, reducing their effectiveness. The result, again, is a low callback ratio. The solution to both these problems is to tailor the ...

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