Are you frustrated because you’re not accomplishing anything?  Or maybe you can’t shake a personal bad habit.  Maybe your employees are not responding to your infinite wisdom the way you would like them to.  You keep asking yourself, “what is wrong with these people?” but maybe the right question is “what’s wrong with me?”

We have a client that has a sales team that doesn’t leave the building.  They spend 100% of their time building relationships with their customers via telephone.  In the world of voicemail, can you imagine how difficult that might be?  Can you imagine the skill it takes to communicate with somone without the benfit of non-verbal communication?  Their listening and questioning skills need to be spectacular. They have tracked the number of calls that when they speak to their targeted customer live versus leaving a voicemail.  It is amazing that they receive voicemail 72% of the time.  The message they leave better be clear, concise, and compelling if they want the customer to take the time to speak to them.  That won’t happen if they don’t prepare before they make the call.