How To Use The Telephone To Find The Right Person And Make The Sale

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The ...
is probably the most personal and powerful ... ever ...
You can reach almost anyone anywhere in theworld in a matter of seconds. You can be helpful, ...
immediat The telephone is probably the most personal and powerful sellingtool ever invented. You can reach almost anyone anywhere in theworld in a matter of seconds.
You can be helpful, personable,and immediately respond to questions, concerns, and needs.It is no wonder that telephone selling is at the heart ofbusiness. In many industries and with a big percentage ofcustomers, you can't close the deal without a phone call.But what happens when you can't get past the secretary to talkwith the woman who writes the checks? Or even after the secondand third try you are still getting their voice mail?Here are some easy ways to get through to the right person andmake the sale:1.
If you are not sure who has the authority to place an order,make several calls. Call the management suite.
Call purchasing.Have yourself transferred to someone in accounting. Start yourquestion with "Who handles..." Listen closely.
You will quicklyget a feel for how the organization operates and who is in chargeof the area you are interested in.The last thing you want to do is waste time having multiple phoneconversations with someone who can't approve the purchase.Taking time to find out who writes the checks and how to getthrough to them can increase your success fast.2. Write down a short list of points you want to cover in yourconversation.
You don't need to memorize it. Just keep it infront of you.As the conversation progresses, you can use your "talking points"to keep the discussion on track and moving toward your goal.3.
Ask questions. The person who is asking the questionscontrols the conversation.
Listen for the prospect to answer,then repeat their answer back to them.Say, "If I'm hearing you correctly, you need......and you'reconcerned about... Let me answer those concerns."In most cases, once you satisfy their concerns, people place anorder.4.
Ask WHEN they will be ready to act. They may say I need itnow.
Or they may let you know they are nowhere near ready tobuy. Either way, a surprising number of prospects will give youa very precise idea of their intentions if you ask this pointedquestion.5.
If the prospect or his assistant tells you this isn't a goodtime to talk, offer two dates and times for you to call back.Rather than saying I'll call back another time, setting a dateand time gives you an appointment.6. Did you get an answering machine or voice mail? Don't justleave your name and number.
Record a short sales pitch."Ralph! This is Linda May at Tagline. I want to give you adiscount on our new system that improves profits 20 percent.Reach me at....
I'm in all day today."7. People who can place orders are invariably busy.
You mayfind your prospect is trying to handle interruptions and problemswhile he is talking to you. If there appears to be a seriousdistraction going on, say it sounds like you've got a lot goingon.
How 'bout I call back in 30 minutes or an hour?The prospect will appreciate you giving him a chance to getthings back to normal. And by offering to call back a short timelater, you keep the prospect from putting you off indefinitely.8.
Finally, keep notes about your conversation. You will lookorganized and professional for being able to pick up where theprevious conversation left off the next time you call.Many managers are up their eyeballs in responsibility and love itwhen you help them keep the project organized.You can also make notes about a prospects favorite project orpersonal life.
Natalie, I remember your son is graduating thissemester. Being able to remember little things like that endearyou to the customer and often become a key factor in getting youthe sale.
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