Million-dollar phone tactics

Richard Blank

Remarkable People Podcast. A Sales Masterclass on Communication and soft skills with Richard Blank  Everyone loves a great story, to be inspired, and to be given the tools and knowledge they need to succeed. Welcome to the Remarkable People Podcast! (RPP)  “Listen. Do. Repeat. For Life!”  EPISODE OVERVIEW:  This week’s episode is different than our normal episodes. Instead of focusing on our guests personal journey and story, it’s a sales masterclass on communication. Call centers, bettering yourself as a business owner and communicator, and so much more. So get your pens and paper ready. You are going to want to listen to this episode, take notes, apply it, rewind it, and play it again.  Our guest today is an entrepreneur, sales professional, CEO, coach, and more. And while he has done a lot of things well in life, he continues to study, becomes an expert at whatever he commits to, and now he’s here to teach us how to do it too. Ladies and Gentlemen, welcome to this weeks episode of the Remarkable People Podcast, the Richard Blank story!  https://youtu.be/DtA4s3MVSTY https://youtu.be/VKDC0MGqL0I

Transcript

00:00Now the execution recall. I also think that individuals should be really focusing on their

00:06phonetics. To me, I believe there's many tell signs with your tone, rate, pitch, and duration.

00:12Somebody should have a consistent tone of empathy and confidence. I also believe in mirror imaging

00:18on a rate and a pitch so you can find spikes and dips to ask tie downs and pin down questions.

00:24You can rake questions when you give a long list, pausing in between each one for positive or

00:29negative reinforcement, taking it from a horizontal to a vertical with open-ended questions. I believe

00:37in military alphabet because people have exotic names or you just don't want emails to bounce back.

00:43How about this? This is a million dollar piece of advice. The positive escalation. Everyone is always

00:49so concerned about the gatekeepers that are holding you back from speaking to a decision

00:54maker. Well, why don't we reverse that sort of mass and use it to your advantage, a wu-wei, so there's

01:00no resistance there. What I like to do initially when someone picks up a phone call is to give a

01:05company name spike. I'll ask how a company is doing and say the name of the company better than the

01:10person answers it. They in turn will then, you know, their ego defense gets reduced. It almost

01:16sounds like a mystery shopper and I've even been there before, like I've been familiar with the

01:21place. Secondly, they will ask who I am or what my company is. Maybe they might ask it in a negative

01:28tone and that's where we use a buffer boomerang technique. I will buffer your negative tone. I will

01:33name drop you. I'll repeat what the question is and let you know it's an excellent question and then

01:39send it back to you in a positive way.

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