The telephone has some distinct drawbacks that can kill a sale before it ever gets started.
You guessed it. This one is very evident. It is easier for people to say no over the phone than it is in person. So your phone approach must be well planned and well executed to get the results you need. People are more subtle when you deal with them in person and definitely more polite. There is no person on the other end of the phone; just a sound, so the thought of human empathy never enters into the equation on the telephone to some people.
One way to overcome the no is to play out as many scenarios as possible. Keep practicing, keep role playing. Another positive is to get as much telephone experience as possible. It may not be what a salesperson wants to hear but phone experience is a great help.
You can refer to many of my blogs pertaining to the use of the telephone by simply scrolling down my blog list.
Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips
Please click the free preview @ www.basicsofsales.com and see how My DVD can change your life.
XML Feeds
Recent comments