Good morning!
You are on the phone with someone and while you are talking you hear a keyboard clicking away. What does that tell you about the person you are speaking with? Are they paying attention to you?
Compare that experience with one where the other person is giving you active feedback, quietly agreeing with what you are saying. Clearly, they are locked in. They are paying attention.
In one scenario, you feel safe and heard. In the other, you are annoyed.
But, which are you as a sales rep?
As the stay-away-from-me era continues, we are increasingly reliant on the phone as a sales tool. That means you’ll have to understand a few subtleties and nuances involving your surroundings. In short, it matters.
It matters that you call from a quiet background. For example, don’t prospect from your car as you drive. It’s okay to speak with a client or your plumber, but despite the fact, we work from home and, generally speaking, more noise than usual is acceptable these days, you might as well start your new business development calls off with, “Sorry about the background noise, but I really don’t care enough about you or this call to be bothered to find a quiet place. Anywho…..”
Time behind the wheel is wonderful for catch up calls and personal communication, but it should not be used to speak with a potential new client. If you absolutely, positively must (for example, a prospect calls you back and you are on the road), acknowledge and apologize for the situation. But do everything you can to call from a library-quiet environment.
And one more thing: While driving, keep your eyes on the road; your hands upon the wheel. Let’s make sure we get to the roadhouse safely.
