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Learning blog
Stéphane Depaepe

How to walk a tightrope?

From Stéphane Depaepe, the 29.03.2019
How to walk a tightrope?

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.

Posted in Efficient Prospecting - Télémarketing - Development Center - Call Center - Bruxelles
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