CMS 337 Exam 2
Fully Solved Exam Papers and Practice Sets | Ideal for Fast Revision and Exam
Day Confidence
What are teams? - A group of individuals working together towards a shared goal
Why work in teams? - - More information
- More creativity
- More accountability
- Better decision making
- Division of labor (help split up labor intensive tasks)
- More motivation
Upsides of calling (Fast Company Article) - Fulfilling conversations, time efficiency, quicker
access to empathy, got call backs faster than email responses, build better business
relationships
Downsides of calling (Fast Company Article) - Playing phone-tag, use actual emotions instead of
emojis
In the Call Me video be prepared for questions around why people don't make phone calls, and
how you might overcome that
Why people don't make phone calls - "Phone-phobia" - aversion to making phone calls, or we
prefer to text
Might feel awkward, don't want to bother people, avoid the emotions, don't want to "mess up,"
think sending a text is faster
How to overcome phone phobia - - "Just do it"
, - People don't have to answer the call if it's inconvenient
- You have a valid business reason for calling
- Plan your call in advance
- Making the call will get you a faster answer
- Helps you move forward/make a decision
- Make a call list
Types of call reluctance - Yielder, over-preparer, role rejector
Yielder - "I don't want to bother people"
How to overcome: If they don't want to take the call, they won't take it
Over-preparer - "I need to practice 7 more times and then I will be ready"
How to overcome: If you prepare too much, you become robotic. Have a little spontaneity!
Role rejector - "I won't admit it, but I am ashamed to be in sales as a career."
Don't feel like you're helping people or doing good
How to overcome: Should look into career pivot
Why do we write a script? - Condenses information, improves confidence, best practices can be
shared, and it can be modified
Fully Solved Exam Papers and Practice Sets | Ideal for Fast Revision and Exam
Day Confidence
What are teams? - A group of individuals working together towards a shared goal
Why work in teams? - - More information
- More creativity
- More accountability
- Better decision making
- Division of labor (help split up labor intensive tasks)
- More motivation
Upsides of calling (Fast Company Article) - Fulfilling conversations, time efficiency, quicker
access to empathy, got call backs faster than email responses, build better business
relationships
Downsides of calling (Fast Company Article) - Playing phone-tag, use actual emotions instead of
emojis
In the Call Me video be prepared for questions around why people don't make phone calls, and
how you might overcome that
Why people don't make phone calls - "Phone-phobia" - aversion to making phone calls, or we
prefer to text
Might feel awkward, don't want to bother people, avoid the emotions, don't want to "mess up,"
think sending a text is faster
How to overcome phone phobia - - "Just do it"
, - People don't have to answer the call if it's inconvenient
- You have a valid business reason for calling
- Plan your call in advance
- Making the call will get you a faster answer
- Helps you move forward/make a decision
- Make a call list
Types of call reluctance - Yielder, over-preparer, role rejector
Yielder - "I don't want to bother people"
How to overcome: If they don't want to take the call, they won't take it
Over-preparer - "I need to practice 7 more times and then I will be ready"
How to overcome: If you prepare too much, you become robotic. Have a little spontaneity!
Role rejector - "I won't admit it, but I am ashamed to be in sales as a career."
Don't feel like you're helping people or doing good
How to overcome: Should look into career pivot
Why do we write a script? - Condenses information, improves confidence, best practices can be
shared, and it can be modified
