telephone powerpoint complete[1]
Post on 05-Dec-2014
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HSL Asset Management, LLC.
Copyright by Megan Gibson
TELEPHONE TECHNIQUES
PLEASE REMEMBER TO PLACE PHONES ON SILENT
DIRECTORTRAITS
• Fast Speech• Very Direct• Controlling• Task Oriented
BEST COMMUNICATION
• Be Brief & Speak Directly• Stick To Business• Allow Some Control In Conversation• Ask Specific Questions• Be Organized & Speak Knowledgably• Provide Options• Use Facts & Logic
THINKERTRAITS
• Likes Clear & Accurate Data• Analytical• Slower Speech• Task Oriented
BEST COMMUNICATION
• Supply Clear & Accurate Data• Be Direct• Present Specifics• Be Prepared• If Unable To Answer Question, Get Back
W/Them In Specific Time Frame• Be Patient• Allow Time To Think
PERSONALITY RECOGNITION
SOCIALIZERTRAITS
• Speaks Quickly• Very Personable• Outgoing/High Energy• People Oriented
BEST COMMUNICATION• Be Friendly• Be Expressive, Enthusiastic & Fun• Match Pace of Speech• Focus On Them, Friends & Family In
Home• Don’t Offer Too Many Facts & Details• Tell Them What’s In It For Them
RELATERTRAITS
• Slower Speech• Make Emotion Based Decisions• Need Appreciation & Re-assurance• People Oriented
BEST COMMUNICATION• Start With Personal Comments/Break Ice• Reflect Sincere Interest• Patiently Draw Out Interests• Listen & Be Responsive• Express Stability• Build Strong Rapport• Allow Time To Think
PERSONALITY RECOGNITION
WHATHAVE YOU LEARNED??
APPROXIMATELY $115,200 IS SPENT IN ONE YEAR FOR OUR PORTFOLIO ALONE!
HOW MUCH TO MAKE THE PHONE RING?
BE PREPARED TAKE NOTES
Choose Unique Features
Descriptions Should Create An Emotion & Sell A Lifestyle
PAINT A WORD PICTURE
Use Descriptive Adjectives To Describe Features
Only Offer Price After Your “Masterpiece” Is Complete
YOU’RE THE KEY TO THE IMAGINATION THE PROSPECT DOESN’T HAVE!!
WHO IS YOUR CUSTOMER?
1) Directora) Speak directly & brieflyb) Avoid “small talk”c) Get to the point
2) Thinkera) Be preparedb) Be clear, accurate, and
specificc) Very detailed
1) Socializera) Be expressiveb) Loves to talk about friends,
family, and themselvesc) Prefers the basics
2) Relatera) Makes emotion based
decisionsb) Enjoys stabilityc) Be patient and spend time
building a strong rapport
RELUCTANT RUTH/ROBBIE
DISGRUNTLED DAN/DOLLY
NEWBY NANCY/NATE
WISHLIST WANDA/WAYNE
BARGAIN BETTY/BOB
POKER FACE PAUL/POLLY
SOCIAL SALLY/SAM
REQUEST PHONE
NUMBER
OFFER DIRECTIONS
HOW DID THEY
FIND OUT ABOUT YOU?
MAKE APPOINTMENT
HAVE FUN & ENJOY WHAT YOU DO!
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