Before cold calling became driven by tech and repetitions’ eyes got glued to computer screens, we utilized a device at Time-Life Books which was completely state of the art, and I have never noticed it anywhere else before I inaugurated it in my customers’ websites.
It’s a cold-calling”dashboard”
Imagine having facing you in your desktop computer a three-panel, wraparound, self-standing platform which comprises: (1) Your basic demonstration in the middle panel; (2) Transition phrases and answers to common opinions on the ideal panel; and (3) Merchandise knowledge capsules into your left which explain attributes and advantages.
All this is nice to the eye and easy to read since it’s been designed, published, and constructed by professionals.
The dash, which really curves like its namesake in a vehicle, is a verbal control center. A rep has to ask: “What can I say, next?”
The sole question, after somebody went through our coaching sessions, which including telephone time, amounted to a grand total of four hours, was that:
From a practical standpoint, the dashboard remains perfect. It is a coaching tool, a telephone manual, a reference instrument, and a reminder of just what to do and of course. It beats the pants off of any monitor I have noticed that comprises content that is scripted.
From an ergonomic and environmental standpoint, it’s also a plus. It reduces eye pressure, it muffles sound, and it is completely portable dashboarding.
It may play a potent role in creating sales.
Computers may auto-dial, manage lists, and supply quite a few different purposes, but the SELLING PROCESS will be served by the dash, I think.
If you are a solo practitioner or operating in a little store that is not entirely married to computers and cubicles, then you can construct your own dash, and I invite you to do so.
It’ll make your job simpler, and you will discover you can pay much more focus on your potential, and worry less about summoning the ideal words at the ideal moment.
You may say the dash wasn’t just ahead of its time, but it still remains!
Dr. Gary S. Goodman is a leading coach, conference and conference speaker, and sales, client support, and discussion adviser. A regular expert commentator on radio and TV, he’s also the bestselling author of 12 books, over 1,000 posts and many popular videos and audio applications.