This was not only funny to me, but interesting because at least once a week, I hear from salespeople that they are "GREAT in person, but stink on the phone." Aside from the fact that it's job security for me, the reality is, just like George, in many ways we can be more effective on the telephone than in person. 

Mind you I'm not AGAINST selling in face-to-face situations, I just know the reality of this in a fast-paced, competitive world. As Frank Sinatra once said before cutting movie or record deals, "It all begins with the phone."

So if it BEGINS with the phone, could it END with the phone, too? Why not maximize your time and attention by presenting solutions and building relationships efficiently using one of the most necessary tools in business--your phone? Just today, for example, I was conferenced into a group of decision makers who need to decide on a speaker for several engagements. The VP had only 15 minutes. Not a problem! I was prepared, answered all of their questions, presented our key differentiators, and secured the business! Just think if I had to carve out the time to fly to NJ, take limo services to and from airports, and fly back? So in 15 minutes, I accomplished what it would have taken a day to do.

If you aren't sure why you'd rather open and close your deal using your phone, read on for my top three tips:

1. Call and keep calling until a connection! Customers are far more likely to carve out time for you in a phone call. They're busy, and if they don't know you, are uncertain as to whether a face-to-face may potentially be a waste of time. Go ahead, BOOK the phone appointment for the first "date". See if you like each other. Just remember to be prepared, stay focused, and turn off the distractions while engaged in the call.

2.  Put your best foot forward in a succinct manner. Qualify with a prepared set of questions, make your probing conversational AND planned, so you can get value from the call. Remember that customers are distracted on their end of the phone, so the more you get them talking, the less likely they are to check out during the call. In addition, plan on THREE ideas you want to get across in the call before you pick up the phone. You don't have much time for a presentation, so concentrate on those and keep your customer engaged in the call.

3.  Plan for next steps. Never let your customer off the hook without another date. (Hey, if George can get one, it's a no-brain-er that we can do it!) Make sure you have a time, a date, and an objective for your next encounter. Whether it's an on-site presentation, a proposal, a trade show coffee date, or another conference call, set the date and be patient! Customers are busy running their businesses and aren't sitting around thinking of us. Work off of their time frame and be persistent and confident. If you have a "no-show", don't be discouraged. People drop balls and business priorities shift, so call in the favor by reminding the customer that you had a date, and something must have come up for them. Hang in there!

So there are a few ideas of how you too, can date over the phone. And if you have a REAL date coming up and are uncertain about your ability to impress in person, just remember George's suggestion of a table with two phones. Just don't forget to cinch the deal!

(c)Renee Walkup, All Rights Reserved, www.salespeak.com, 678 587-9911