If phone calls seem to take more time than theu should, try handling calls as you do meetings. Like an effective meeting, a phone call should have a clear beginning, a well controlled middle, and a summarizing conclusion.
Here's how to reduce your phone time and get more out of it:

• Start With a Goal Before picking up the phone to make a call, jot down a one sentence goal for the call. What do you hope to accomplish-- specifically? If you don't know, reconsider the call.

• Focus on the Goal Immediately Agendas are handed at the start of meetings so participants can focus on the topic to be covered.
  Since agendas are not usually practical for phone calls, you can establish the 'agenda' you want to cover in the beginning of the call. Example: "I would like to discuss________. Is this a good time to talk?" The first statement helps the person you've called focus on the topic quickly. The second offers an opportunity to define time constraints. If there is not enough time, schedule a call back appointment.
  For incoming calls, ask the caller's goal. If one is not given, simply ask, "what do you need to discuss" or "how can I help you". This helps rein in a chatty caller. If the agenda is too long, reschedule the call or break it into two sessions.

• Maintain Your Concentration One way a phone call differs from a meeting is that listening only is always more difficult than talking face to face. Take notes if necessary, to stay focused. If the person you are talking to speaks too quickly, you can easily misconstrue points and miss key information. Don't hesitate to ask the caller for a slower pace. Always ask the caller to repeat information you don't understand.
  

• Summarize to Stay on Track Once you've covered a topic, summarize the main points. Ask questions to clarify information if necessary. Check your notes for accuracy during this time. If needed, now is the time to schedule another call.
  

• Review the Call After important meetings, participants usually recieve minutes that review key points. That doesn't happen on phone calls so it is important to recap the conversation before ending the call. Any discrepancies can be cleared up. One way to do this is to say, "Let me just summarize what we've decided....".
  Highly productive business calls take effort, practice and concentration. Putting your calls in the framework of a meeting, you can achieve much more in less time.

In order to stay on top of your selling game, you must continually refresh and hone your selling skills. One of the best ways to do this is by going to workshops/seminars.
Iris is facilitating a workshop: "The Psychology of Selling" based on the work of Brian Tracy at the Mind Food Institute on Monday, April 11th at 7PM. Please visit their website (click on their banner here) for details and registration or call Eileen Gwin at (410) 435 0256.
Iris and her associates are also available for private workshops and seminars at your location or off site. Please contact us if you have a need or interest in the areas of:

• Sales & Business Growth
• Team Building
• Customer Service
• Conflict Resolution/Mediation
• Inspirational Key Note Addresses

We are now offering a FREE service. Do you have a sales or customer service question or challenge? You can email Iris the question at iris@sauberaa.com and she will respond with an answer. Please put in the subject line of the email: Sales Challenge. Thanks.

To accomplish great things, we must not only act, but also dream; not only plan, but also believe.

- Anatole France