Acrobatics in Teleprospection

Business Development through prospecting by telephone in B2B is like invading a party without an invitation. An uninvited guest is not necessarily immediately shown the door or obliged to disappear as a wallflower into the wallpaper. With the right social skill, a listening ear, a fascinating topic of conversation, a modified dress code, a helping hand or matching joke, a newcomer is able to arouse interest for further acquaintance. If the newcomer even manages to bring the company to the right dance moves, the party becomes a hit.

A teleprospector is not a robot. As an acrobatic tightrope-dancer, he knows how to adapt to the sensitivities and needs of his interlocutor.

Acrobatic techniques of funambulism are therefore very useful in teleprospection.

• Flexibility and Agility

To be able to fall back on what the other person says by adjusting the argument.

• Control of breathing

Both silence and rate of speech influence the impact of a telephone conversation.

• Improvisation

Discover how the response of the conversation partner is triggered.

• Knowledge of the safety lines (the lifelines)

Knowledge of the matter and the company represented is not sufficient. Genuine interest in the targeted sector will enrich and even save a conversation.

• High concentration, from the beginning (a slip can be fatal)

The impact of the introduction is crucial, a second chance is rarely given.

In commercial development, a business developer often has to walk a tightrope, so good training is of the utmost importance in order not to fall.

It’s no child's play, but the key to improving commercial performance and ability to organise meetings.