Welcome to the teleopen way on how to “open the doors” to senior directors.
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Welcome to the teleopen way on how to “open the doors” to senior directors
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Transcript of Welcome to the teleopen way on how to “open the doors” to senior directors.
Welcome to the teleopenway on how to “open the doors” to senior directors
The teleopen
Way
The teleopen
Way
The Process
Phone Calls
E-Mails & LettersReflecting on how
you are doing
Research
Managing your State
Understanding your Potential Client
The Hierarchy
Establishing the Relationship
BefriendingExecutives
Making friends with the PA
Validbusinessreason
Distil
DressRehearsal
InternalDialogue
Your Voice
Sources of information for your research
Company Websites: financial reports, other reports, press releases, news section
The press: trade press, recruitment ads
E-mail alert services: Reuters.com, FT.com, Bloomberg.com, Hoovers.com
Free: Cantos, publications and reports from large PLCs
Communication
Body language: 55%Facial expressions, body posture, gestures, movements, head position, eye contact
Tone of voice: 38% Volume, pace, tone, articulation, energy
Words: 7% Positive: I can, will ... Negative: unfortunately, but, Fluff: actually, basically
Managing your state
What gets you into the right state of mind
to make that call?
PlanningYourCall
PlanningYourCall
If there is no VBR
Establish common ground
What is missing?
What is your VBR?
Mapping your serviceto their need
What do you want?
Face to faceReferral
Telephone meeting
PossibleObjections
Who is being called & what you want to
achieve
Who is being called & what you want to
achieve
Their likely objections & your answers
Their likely objections & your answers
The value you can add
The value you can add
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Switchboard operator
Switchboard operator
PAPA
ExecutiveExecutive
Hints and tips
Plan the call Check your internal dialogue Check your state Work on awareness of tone and words Get PA to do the work Use the hierarchy Recognise when to walk away
Bad habits
Ums and ahs Word repetition and padding Voice rising at end of sentence Over articulation Speeding up and speaking too
quickly Nervous laughter
Recorders
Tammsdirect.com- model 120
Retell.co.uk
