| Summertime |
|
...and the livin' is easy Where I am, it's hot outside. Not only is it hot, it's humid. For a salesperson wearing a jacket to make calls, and then throw in a tie or a pair of panty hose, it can get pretty brutal. But then again, can you be more efficient by using the phone?
I just met with a prospect today. He mentioned how driving an hour and a half may not be a good use of his reps' time. I agreed. Asking him if the rep can just call and close the business over the phone, he looked at me with a puzzled expression on his face. The TELEphone? Close business over the TELEphone? "Yes", I said. "I do it all the time, and in fact, don't recall the last time I actually closed business any other way."You see, I'm not against making face to face calls. They're great. I'd rather shake a client's hand, see their office, and look him/her in the eyeballs. But it's not always possible, and it's not always necessary. Here are the top 5 tips for being effective over the phone: 1. Convince yourself that customers LIKE the phone. They don't always want to see you. Some of the best sales alls and negotiations are conducted using the telephone as the communications vehicle. 2. Have your notes in front of you to guide your call. If you are checking your email and attempting to organize and deliver a compelling presentation over the phone, you are about to be disappointed. Write out what you need to accomplish in advance and prepare before picking up the receiver. 3. Be quiet and listen. What wisdom or irritation is your customer going through. Are you focused on what he/she is saying that is between the lines? 4. Take notes during your call. You not only will have a record of what transpired, you may also discover what tactics you'll need to use in your next interaction with the customer. 5. Don't forget to ask for the sale! Your call should always end with a close that takes you to the next steps in your sales relationship. So, shed your jacket, tie, panty hose, and whatever else is making you sweat, plop down on your comfortable office chair, sit back, and pick up the phone. You may just close a deal! (c)Renee Walkup, All Rights Reserved, www.salespeak.com 678 587-9911 |
| < Prev | Next > |
|---|