If the best way of communicating with prospects and existing customers was through sign language, wed all have to learn to sign. Or if the best method of communication proved to be some kind of mutually understandable code, wed all have to learn that code in order to say anything. Thankfully, our communication process is much more simpleor is it?
A sales person has the benefit of meeting his prospect face to face, and will be able gauge his pitch according to visible response signs displayed by his prospect. An experienced salesman will instinctively know from the facial expressions and body language of his prospect, whether hes hitting the right buttons. This is usually indicated by the prospects head nodding up and down combined simultaneously with a beaming smile and wide-eyed appreciation.
A telesales person has much less to go on. They can only judge response to their sales pitch through the prospects answers to questions and the actual tone of their voice. Most telesales people find their job easier when they try to imagine the look on their prospects faces while theyre talking to them. But, the deciding factor will almost always come down to the tone of...
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