The following is what has to be done immediately when you contact a prospect by phone.
1- Create desire.
2- Use color words, selling words. Be enthusiastic while you speak, It will come across to the customer in your voice.
3- Use the customer's name as often as possible. This of course makes it more appealing to the customer and makes him or her more attentive. The customer connects with you more because it sounds more like a conversation than a sales pitch.
4- Answer all questions. Answer them immediately and as effectively as possible.
5- Probe, ask open ended questions which allows the prospect to say anything they want to. It is what you take from these answers that allows you to set up a strategy for the sale.
6- Listen. Yes listen, and listen attentively
7- Listen to gain an impression of the prospect. Try to gauge his attitude and if possible his feelings and his manner.
8- Expect objections and be ready ready for them. Objections are buying signals, use them to set up trial closes.
The phone is an excellent selling and prospecting tool. It does have one inherent draw back. It does not allow much if any room for hesitation or the slightest of errors. Of all the disciplines in selling or prospecting the phone is the one tool where you must think and plan your strategy well in advance before you put it to use.
Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blog offering sales tips
My DVD www.basicsofsales.com (which has a free preview), can show you how to make more money in one hour. For an extremely low price you can increase your income dramatically. See for yourself.
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