The planning that must precede a phone call to a prospect has to be coupled with the development of a well planned sales talk. Think of it as selling without being seen.
The first thing you prepare in a face to face presentation is your sales plan. What you are going to say, what you want to achieve, and how you are going to achieve it. In those instances where you know who you are going to talk to, you should know what your prospect is interested in and what you are going to talk to him about. How you are going to direct the conversation.
When selling face to face you can sometimes vary your approach and technique depending on what you have to sell and to which prospects. Planning always prepares you for certain conditions that may arise. You must plan your telephone pitch as carefully as you would any face to face presentation. On the phone you only have your voice to use. Your prospect cannot see you. His perception of you is totally voice related. Your demeanor, personality, aura all come through from your voice. You can't show product or make a visual presentation so you must use selling words to paint a description of what you are offering and how it will benefit the user.
Time is a factor you don't have a lot of it so plan your talk effectively. Get the prospects' attention quickly, create desire immediately and get a positive reaction within the first few sentences.
When selling face to face you can sometimes overcome obstacles by your appearance, your products appearance or visual aids. By phone it is your voice along with good planning and preparation that you have to make do with. Your voice is your personality, your voice is your selling tool.
Thank You
Joe D'Ambra
www.basicsofsales.com
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