I know I can help you too! And help you I will!
I'm brilliant on the phone too! (I used to be big
headed, but now I'm perfect!) You'll have to read my
book, 'The Golden Phone', when I get time to write it,
the program's in the biocomputer, I'm expecting the
output any day now!
Quite a few things I'll tell you about selling on
the phone. The first thing of course is to be on the
correct computer when you make your phone calls.
Many people make their phone calls when they are
firing on the wrong computer. The correct computer
to make phone calls on, is your left computer, right!
No I'm not trying to confuse you. Let me give you an
example of why so many people get their wires
crossed when making phone calls.
My partner Neil, he does this all the time and we
get a great buzz out of it. We're in a brainstorming
session, trying to solve some problem or another, or
just trying to make something happen. Neil gets
creative and starts processing in pictures. (Right
computer, pictures, creativity.) Suddenly the phone
goes and it's for Neil. He's in completely the wrong
mode for taking a phone call and trying to talk
sensibly with someone. He talks a lot of gibberish,
then he tells the caller that he'll call back and we all
get a great belly laugh! He's in the creating, dreaming,
pictures mode of his right computer and he's trying to
it talk sense to someone on the phone about a deal. In
other words, on the wrong computer for the job of
talking to someone on the telephone. So there's the
first tip. Even when you make sure that you're firing
on the left computer (logical, words, analytical,
rational, calculative) so you can talk logically to your
prospect, you have no guarantee that the prospect is
firing on his left computer and will be talking
logically, in my experience, chances are he won't!