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Communicating by phone is different than face to face where a suspect or a prospect will grant you a few more moments if only to be courteous. On the phone it is simple and easy for a prospect to terminate the call and that’s one of the main reasons why you need an escalator speech. An escalator speech is an abbreviated version of an elevator speech and it is absolutely vital in the world of B to B tele-sales. Whereas an elevator speech is based on the premise that you present what you do over the time it takes to travel a few floors up an elevator, the escalator speech is based on the premise that you present what you do in the time it takes to travel only one floor.

Auto dialing software is a very powerful software tool used in inside sales. This type of sales tool is designed to provide sales reps the ability to easily dial many more quality leads on a daily basis then they would or could without the dialing technology. Many companies use phone dialing software and technology in their call centers and many individual sales people use dialers in their home business or small company office.

When purchasing a telemarketing dialer you may be offered alternatives that can be much more expensive than others. Some dialing software providers will require their clients to buy and then host the dialing software on the client’s computer system. Other providers require dedicated and branded hardware to be purchased and then installed in order to use their system.

If Greg says yes, you’ve got it made. Just make sure you let Greg know that your name as been give out. With quotes, the best approach works like this: “Jeannette, I’m pleased that our product has worked so well for you. Jeannette, I wonder if you could help me out? Would it be possible to get a little quote from you that I could use on my letters or e-mails?”

If they are positively inclined then the next step is to make it easy for them. You do that by creating and providing a quote for them that they can endorse. This saves them time and it gives you the type of quote that works best for your situation. Here is what you say, “That’s great. Thank you. Jeannette, what I usually do is send over a quote for you to approve simply to make it faster and easier. If you like it just let me know. If you want to edit it in any way, shape or form, please do so. Or if you have something specific in mind, write it up and I’d be glad to use it. How does that sound?”

Summary Elevators speeches are important. An escalator speech can easily be expanded to an elevator speech when you are granted the time or the opportunity. Use the escalator when time is important but also when you want to make a single, memorable impact

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