Being effective at prospecting requires that you maintain a steady pace with your sales calls. That's how you ensure your sales funnel remains large enough so that you meet your sales targets year after year. In making those calls to new leads and prospects, sales people often complain to me that, when their calls are intercepted by someone's voicemail, the voicemail box too often becomes a black hole. No matter what you put into it, your efforts never see the light of day ever again—prospects don't return your calls and you spend more time than you think you can afford being on the phone leaving message after message.
It doesn't have to be that way! The key to mastering voicemail is to recognize its true character and to use that knowledge to your advantage so you can set up more sales meetings in less time.
Facing Up to the Facts About Voicemail
Let's face it: nobody really likes voicemail. It's slower to use than other communications tools and yet we've all learned to accept it as a necessary part of our busy lives. To understand how you can leverage this imperfect technology to your advantage, exercise those empathy muscles that all successful sales professionals possess.
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