One of the questions I get asked often is around call preparation.
What do you do to get in the zone before an enrollment call? Well, one of the things I don’t do is arrive at my desk one minute to the allotted time, have a mad scramble, find out who it is. I’m supposed to be speaking to look at their application form, fire up, zoom, get a drink, ready, remember that I need to go to the toilet and all that stuff last minute, turn up frantic and breathless. And all of that,
One of the things I see when reviewing sales calls is exactly that certainly initially right, with new clients, the call gets off to a Juggery start and it can be quite difficult to recover. And that first impression is kind of blown, right?
It’s a little bit unprofessional and you just do seem like you’re all over the place.
So, what do I do well at the start of every day, I look at who I’m due to be talking to. I look at their applications and if I want more information, then I go and find that.
But generally, I just look at the application and I may look at any previous conversations that we’ve had, via email or messenger or WhatsApp, and I kind of park it there. And then I wait. And then prior to my first call of the day, I usually get to my desk about 15 minutes beforehand and I will review the application again of that particular person. I will just have a read through, and I’ll also just use that time to shut things down on my desktop, to put other things on mute. So I don’t get disturbed.
I just take a moment to reset my mind because I don’t need other things on my mind when I’m, when I’m trying to give somebody else my undivided attention.
So it’s important that regardless of whatever I’ve got going on in my life, I didn’t bring that tension. Those thoughts that any stress onto that call, I’ve got to be completely in the zone, ready to serve, ready to listen and ready to be able to provide clarity, uh show that I may be the person that can help deliver that prospective clients outcome.
In taking a moment to set myself it means that when I open that call on time, every time I’m ready, I’m absolutely ready. And in the zone, and I know exactly what I’m going to say.
It means that I am very confident with my opening and it means I get that connection going really, really well And I give the impression that I know what I’m doing, I know what I’m talking about. And the person on the other on the other side can feel that they’re in safe hands. This is clearly somebody that does this a lot and is used to leading the call, which I am.
Conversely, if I was to get on the call and I was like, uh, right, who is it I’m talking to. And, uh, so-so tell me about you and I ask a question that they’ve actually, filled in on their form suddenly really super obvious, it’s going to sound like I’m stalling for time and I probably would be right.
So taking a moment before every call, just to dump any other baggage that you’ve got going on there, just get yourself organized, really, really important, really important call prep. Can’t overestimate it.
I would love to get your feedback in terms of what you do, whether what, what I’ve just said makes sense to you. Feel free to drop me a comment and if you do, I’ll come back to you, as soon as I can. Thanks for listening.