Aug 02 2005
Bowled Over
Wow, I just had a call with a very established professional in the music biz, and I am still a little stunned, trying to figure it all out.
I get a call from his assistant asking if I have time to take a call from him. It’s a little after 6pm, I’ve crammed 20 hours into a 10 hour day, and I am not mentally ready for what was about to ensue, but it’s hard to get this guy on the phone, so I was happy to give it a whirl.
I didn’t really get in a word or two before he took absolute control of the conversation. It was quite impressive. I am a tremendous fan of people who are right to the point and able to say in 15 words what takes most people 15 sentences. I think I am somewhere around 4 sentences, so I still have a ways to go.
He gave me some great ideas, and away we went. It was maybe a 2 minute call that covered about 20 minutes of ground.
Interactions like this are extremely valuable. It’s great to see a template of what I can achieve at some point. I really admire people that are in such extreme control of their words and business. However I am left reeling – not quite sure what exactly happened, but luckily I was smart enough to write down a few things to process.
+2 points.
That is very interesting, Jason. Seems to me that if we can figure out – step by step – how he did that, we could use it as a model or template in our own professional lives. Can you identify or describe the way he did that?
I’d say the key to this is ‘getting right to the point’ as Jason said. That means no cliches, or trivial insights into personal/ private agendas, no ‘likes’ or any pointless filler words in your speech. There is nothing worse than pointless spiel about how your grandad is doing or someone who is nervous and says ‘like’ every 2 seconds.
Speak with authority and confidence, and if you know what you want to say and know what you want out of the call, you should be fine.
I think these things improve with time.
If anyone has anything else that they feel can get in the way of an efficient business call, please add.
Good points, there, Glenn, very good points!
Now I’m wondering, how are people who are authoritative, confident and know their goals on the phone handle questions or objections that may come up from their listener?
Do they say, “I’ll look into and get back to you”, do they just ignore questions or objections completely, or are they prepared in advance for possible questions/objections, too?
How has that been, in your experience?
Hey, could someone post more new items or reply to questions a little more often? Daily would be great, since I still check in here daily for pearls of wisdom!
Please and thanks from a loyal reader.
Excellent points, Glenn.
That said, pointless spiel is not always pointless. Sometimes a quick story about a grand father or other “filler” greases the wheels of progress, so to speak. If you feel more comfortable with the guy who takes 20 seconds longer to have the same conversation, then it isn’t 20 seconds wasted – especially if that translates into top-billing down the road when you’re doing biz and have to make choices between him & other (competing) factions.
Andrea – my experience is that you get all kinds. Some ignore your objections, some brush them off, some have already considered most of them & are prepared to respond, others listen & consider. While having a template would be nice, there isn;t one perfect template. But there are mentors….