Welcome to this issue of "Dr. T's Timely Tips" by Dr. Tony Alessandra. Please send your feedback to DrTony@Assessments24x7.com!

Introducing Yourself to Each Style by Phone

Many initial conversations with prospects are by phone. You call prospects and tell them who you are and what company you represent. That part is automatic; but the next part separates the Platinum Rule salesperson from the pack. Traditional salespeople might launch into a canned pitch to tell the prospect how they can be of service - they start telling and selling.

No matter what style of prospect you find, you should have an appropriate introduction prepared. Here are a few examples of how you might introduce yourself to someone of each style over the telephone:

 

RELATERS
Indirect and Open


When introducing yourself to a Relater, lean back in your chair, relax, smile and slow down your pace: Hi, Mr. Smith. This is Joe Jones with Acme Computer. I just spoke with Ted Stevens, and he told me that you would likely be willing to help me out. I was wondering if we could meet so that I could share some of the ways our training service has helped people just like you develop and enjoy stronger relationships with their customers. Would you be kind enough to meet with me in the next day or two?

SOCIALIZERS
Direct and Open


When introducing yourself to a Socializer, lean forward, smile into the phone, and ramp up your pace: Hi, Mr. Smith, this is Joe Jones with Acme Computer. I just spoke with Ted Stevens, who told me that you might be interested in our training packages because they are fun, innovative, and effective. I would like to swing by next week to meet you. I really think we will be able to help you and your business. Perhaps we could meet over lunch. What is your availability?

THINKERS
Indirect and Guarded


When introducing yourself to a Thinker, sit straight in your chair, slow your pace, and speak clearly: Good morning (afternoon), Mr. Smith. My name is Joe Jones, and I am with Acme Computer. I just spoke with Ted Stevens, who told me you might be interested in our training services because they will help your office run more efficiently. I would like to meet with you and take 15 minutes of your time to describe six of the specific ways we could help your business. When would be a convenient time for us to meet?

DIRECTORS
Direct and Guarded


When introducing yourself to a Director, sound confident and increase your pace while you speak: Mr. Smith, this is Joe Jones with Acme Computer. I just spoke to a business associate of yours, Ted Stevens. He told me you might be in the market for our training services because they will give your business an edge over the competition and increase your bottom line. When would be a good time to meet with you to discuss how I might help your business secure a distinct advantage over your competitors?

 

Here's to more personal insight,


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