The Ask. Yes… their easiest and difficult part with the phone sale. Quite an intriguing enigma, right? Yes again, but let’s unpack this further. Phone selling is both a form of art and science and yes it follows may path (the little nonlinear on occasion, but nevertheless there’s a conclusion goal). Depending on the solution you’re offering towards the prospect, there’s commonly a lead up for the Ask.
Present the Purpose of the Call Clearly and Directly
For starters, make sure you accomplish (when if possible) with regards to making the decision. This can be to build an appointment, flying insects yourself, your online business, and product and service, in order to speak with the Decision Maker. By stating the purpose of the letter (therefore moving toward the aim of the call), you minimize wasting time with uninterested and unqualified prospects therefore you maximize your chance to make more calls, reach a lot more people, and close more sales. Here’s and this advice: attempting to helps (actually, value of having this is much more than I can placed in words) undertake a script available during the letter just in case you log off track. Scripts allow you to in staying focused and moving the letter forward.
Listen Prior to Making the Ask
Unless you’re telemarketer and they are intent on blasting your prospects having a “canned” message no matter what their responses, then be my guest, spray on. OK, kidding aside, before you make the Ask, listen… listen… listen. Here’s the true secret in listening when conducting a sales call: don’t, I repeat, don’t answer the candidate in your head while they’re talking. Don’t do it. Here’s why: you’ll learn that be preserving your mind still and clear without interrupting the chance in your head or verbally, you have given the candidate something that can be reciprocated for your requirements in full measure: “uninterrupted time for response”. Sounds weird… yes, but do you create backlinks? indeed. I learned this product from Stephen Schiffmann also it really works.
Remember, plan the phone call (set a target and use a script), initiate contact, state the intention of your call directly and clearly, and listen. After listening both consciously and subconsciously, if and only if appropriate, result in the Ask.
Jericho Business Advisors provides value added consultation and advisory services for many small business owners / operators within the areas of accounting, taxation, and financing.