Throwing Away the Sales Script
that person into the company of friends.
Think of a favorite customer—one of your success stories…someone you talk to a lot. Write down their name and put it right in front of your phone, put it on a Post-it note and stick it on the edge of your computer monitor, or (if you have one) use a photo instead. Look at that familiar face or name all day when you’re making your calls.
The reason why this approach works is because visual cues help shape our behavior in establishing relationships with people—even if we’ve never met a particular person before. When we feel we have established a relationship with someone, our tone of voice changes on the phone. We’re friendlier, more relaxed. It encourages the person you’re calling to engage with you. It puts you in a positive frame of mind, so you don’t wind up like so many others, hoping to avoid
