There are a number of methods on how you can actually make your 3-minutes call effective. Here are some that you can consider.

Get your prospect permission to talk to you. There is no point sharing when a person is in the middle of his/her work and is not paying attention. If you haven’t spoken to him/her in the last six months or more, it is only polite that you get his permission first.

The most important point is enthusiasm because it is infectious and arouses curiosity. Your prospect will feel bored if you yourself is so boring. However, do not cheat your prospect and states the facts.

Say something encouraging but truthful about your prospect such as why he or she would be suitable for this business. However, do not go overboard, piling on the butter as your prospect may get suspicious, especially if you’ve never had a good word to say to her all her life.

Give your prospect room to back out. Most people are worried that if they let a salesman get a foot in the door, he’ll never leave. But this is quite the opposite. If a person is not interested after attending the business presentation, then you would very quickly reject that person – you wouldn’t want to waste more time for now. But the prospect needs to know that during the call. Give your prospect the assurance that he or she is committing himself only to the short presentation and not to the possibility of endless badgering.

Always do a close with a question that can only be answered with a yes. A wrong closing question is when you ask your prospect whether they would like to attend to your invitation, as the answer is a Yes or No; and do expect the answer to be negative No. An effective guided close is to give your prospect an alternative date and time of the meeting and ask them which day would be better for them to attend. In other words, let them talk rather than a Yes or No answer.

Let me recap – Get your prospect Permission to talk; Show Enthusiasm; Praise your prospect but not to go overboard; Give your prospect Space and Assurance; do an effective Closing.

Hope this will cheer you up,

Talk soon,

Jailani

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