The difference between what B2B telemarketing was 5 years ago and what it is today is the fact that prospects are more critical of detail. They’ve become aware of the things that make a conversation worthwhile, or the things that make a proposition worth considering.
They no longer yield to the suave persuasion techniques of telemarketers, and they are no longer wowed with trivial information that anyone can find on Google.
Instead, prospects today are yearning for someone to really listen to them and understand what they need. It’s like saying, “Let’s skip the sales-y part and talk real business.” So how would you show that to a prospect? By being a real conversationalist.
There’s a difference between “good” conversationalists from “real” ones. You can be good if you know how to respond in a way that the other party would think they’re genuinely listening – in other words, they could be pretending. Being a “real” conversationalist is being sincere:
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