Even
those of us in the business of making calls for our living cringe at the poorly
conceived and unprofessionally performed sales calls that come into our own
homes at dinner time. What these salespeople are lacking are the three C’s of
successful sales calls. Be sure you pay heed to what inside sales training experts recommend for appropriate and effective sales behavior.
Candid: Be candid in the sense of being genuine
so you don’t come off as insincere. There is no more effective turnoff at the
beginning of a call than for an intrusive stranger to ask how you are doing.
They don’t really care and you don’t want to tell them.
Courteous: This should go without saying. Do not neglect
your polite greeting, your "thank-yous", your "pleases" and
do not ask intrusive questions.
Concise: Be respectful of your target’s time and
don’t waste it with being chatty. Get to the point quickly to spare their
trying to guess why you are calling.
