Today we are going to practice the Conversational Call by listening to what we sound like when we talk to a prospect, versus talking to a friend.

Do you have a way to record your phone calls? If you use Skype there are several recording plugins that do a great job.

If you are on a desk phone, pick up something to do the job. There is little you’ll find more valuable for improving your communication skills than listening to yourself in action. Here’s the one I used for years before incorporating my phone into my podcast system. It’s cheap and easy to use.

If you’re on a cell phone there are many apps used to record calls. Pick your favorite.

Once you have a means to record your calls, I want you to record two calls:

• One with a friend
• One with a prospect

Then I want you to listen to both recordings several times. Can you pick up any differences in your tone, delivery, or language? Do you sound calm and relaxed when talking to your friend, but urgent, enthusiastic, and fast-talking on the prospect call? Practice your phone manner so you’re comfortable talking with prospect as if they were friends.

• Prepare your problem statement (Core Conflict)
  To create a problem statement, list a benefit that your solution offers, then list the main problem or issue you believe the benefit solves. The problem statement can focus on one issue you know your prospect may be having, or you can develop a broader opening statement that will elicit more discussion so as to pinpoint your prospect’s specific problem.
• This doesn’t have to be your final, final, core conflict statement – not at all. We are working on our White Belt here. If it feels awkward – you’re right on target. Change takes change.
• Use what I talked about on the module, or your homework from yesterday, to create your statement. Fill in a core conflict for your market.

Extra Credit?

Pick up the phone and call a past producer or end client and trust yourself, and the process. Surprise yourself! I love reading what’s already happened to those of you in the group who have done it. What’s stopping you from doing it, [wlm_firstname]?

See you tomorrow!