calling he has great respect for their time. He then asks permission to start
his future conversations with a question that assures hell never disturb them
at an inopportune moment. Barry says hes going to ask what color their
time is. They should honestly answer, red, yellow, or green.
Red means Im really rushed.
Yellow means Im busy but whats on your mind? If its quick, we can
deal with it.
Green means Sure, Ive got time. Lets talk.
Red, like the stoplight at the corner, means stop. Yellow means hurry
up, time is short or stop and wait for the next green light. Green means go.
Busy people pick up quickly on his artful device and enjoy the game.
Most especially, they enjoy Barrys sensitivity and respect for their time. In
fact, he says, most of his callers play the same
How to Get What You Wantby Timing! 247
sensitive game when they call him. Hi Barry, what color is your time?
Are you green?
Salesfolks, Wait for the Green Light
A note here for salespeople. If you ask a prospect if he or she has time
to talk and the answer is Not really, but tell me whats on your mind, DONT!
Do not make your sales pitch while he or she is red. Do not talk when he or
she is yellow. Wait until green, very green. (If you ever want to see any
green coming from your prospect, that is.)
Technique #65
What Color Is Your Time?
No matter how urgent you think your call, always begin by asking the
person about timing. Either use the What Color Is Your Time? device or
simply ask, Is this a convenient time for you to talk? When you ask about
timing first, youll never smash your footprints right in the middle of your
telephone partners sands of time. Youll never get a No! just because your
timing wasnt right.
How to Impress Everyone with Your Outgoing Voicemail Message
You can tell a lot about people just from the outgoing messages they
leave on their voice mail. Hello, his machine answers. Im not in right now.
But you probably dont want to talk to me anway. Beep. Would you suspect
this fellow has an inferiority complex?
Hello, her machine answers. The sound you hear is the barking of our
killer Doberman pinscher, Wolf. Please leave a mesage after the tone. Beep.
ooja
(Ooja)
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