The basis of a successful business is effective communication. Communication with partners and clients is the subject of a lot of psychological literature. Trainings of personal growth thrive on this subject. One of the main means of communication, along with personal communication and communication in the Internet space, is a telephone. Often our first acquaintance begins with a telephone conversation. It is right to start a conversation, make a favorable impression on the person you are talking to and avoid common mistakes by making an appointment by phone, you can follow the simple principles on which the technologies of effective telephone communications are based.
Instruction manual
1
Tune in to a phone conversation.
Before you pick up the handset, think again, to whom and for what purpose you are calling. Repeat the text of your speech. Tune in to a business tone, but do not forget about the friendly intonations.
2
Greet and introduce yourself.
If you are communicating with a specific person for the first time, then after the phrase “Good afternoon”, specify his name: “Am I talking with Ivan Ivanovich?”, Then introduce yourself and briefly explain where you got his phone number. For example, your mutual friend could give you, or you found his number in the ad.
3
Define the boundaries of communication time.
"Do you have 3 minutes for me?" - if you have agreed, then continue. If you were given to understand that this is not the right time to talk, ask at what time it will be more convenient to call back, thank and say goodbye.
In fact, at this stage you received the first "Yes", i.e. consent to communicate with you either now or at another time.
4
Get the second Yes.
For example, you know the sphere of activity of a person, perhaps you know his position or his interest in something. This is enough to ask a clarifying question: "You are engaged in wholesale sales
? ". Naturally, you will get the answer“ Yes ”, and this is your second victory. Fix the answer with the phrase“ Great! ”Or“ Great! ”, Ie confirm that you are communicating with exactly the person you need.
5
Briefly explain which company you are from or in which direction you are working.
At this stage, it is important to show creativity and successfully compose a phrase in such a way that it would be of interest to the interlocutor. Start with the words "And we just offer
"or" Our company is just engaged
". Further, the proposal depends on your type of activity. Explain how you can be useful: get additional profit, save on something, teach something, etc. A well-written phrase will help you get a third" Yes ".
6
Invite to meet.
"Let's meet with you to discuss
". Indicate the timeline for the meeting:" Our meeting will take 30 minutes. "Do not ask the question" We can meet with you to discuss
? ". In the first option, you are more likely to get consent to the meeting.
7
Set an appointment.
"Meet me tomorrow at 11 or the day after tomorrow at 12?" - This is how most textbooks on psychology teach. Forget about the “Choice Without a Choice” technology - it is already so well known to everyone that it causes persistent rejection and can ruin the impression of the entire previous conversation.
Offer cooperation: "I would be comfortable tomorrow at 11 or Thursday afternoon, and when is it more convenient for you?" Feel the difference? You may be offered another option for meeting times. Agree, but first demonstrate your business status: "Now, a second, I'll look in the diary, but at that time I can."
8
Designate a meeting place.
"Is it convenient for you to approach our office? We are located at
"- clearly indicate the meeting place. It can be an office, cafe or park. In conclusion, again demonstrate the status of a business person:" So, I’m recording, on Thursday, at 13.30, Ivan Ivanovich
", state the purpose and place of the meeting. If your meeting takes place in more than two days, ask permission to make a test call the night before.
9
Secure success.
In parting, ask to come to the meeting on time, because You are about to invite a specialist who can help sort out some issues. Such a move in psychology is called "Trap". Thus, you oblige the person to take the meeting seriously and additionally blame him for the time allotted for him by another person.
Consider one more point, if your meeting, according to the agreement, will not be held soon, then give a warning about the arrival of a specialist during the follow-up call: "We are so lucky, I agreed to come to our meeting
.", " He will advise us with you
In fact, "Trap" is not a prerequisite, during the conversation you yourself will feel whether there is a need for it.
note
Do not give out details of the upcoming meeting in a telephone conversation. The interlocutor may have additional questions, and if you enter into a dialogue, it will be easier for him to refuse you.
If, nevertheless, the interlocutor tries to ask you an additional question, refer to the limited time available: "Sorry, I have a visitor in five minutes, I will tell you everything at the meeting."
Useful advice
A telephone conversation should not last more than 2-3 minutes.
