| 1:
Work with a clean desk.
Even if this means sweeping the current piles
into a shopping bag until your telephone time is finished,
don't have anything on your desk except your calendar and
your favorite pen.
You get two benefits: distractions are limited,
and, perhaps more importantly, the person you are speaking
with senses that they have your full attention.
2: Have a mirror on the wall in front of you.
If you doubt that the smile on your face carries
through your voice try this exercise. Record your side of
a prospecting telephone conversation. Play it back while you
watch your face in the mirror. Surprise! Your face will match
the feelings you had while you were on the phone. You will
actually see the fear or anxiety or need that you felt.
Your tones affect your listener that way,
too. A mirror on the wall in front of you increases your telephone
prospecting profitability in these specific ways:
First, you can see what your listener is hearing.
The added awareness of your own body language makes your verbal
language more effective.
Second, because you keep your chin up to look
at the mirror on the wall, your voice will automatically have
more enthusiasm and energy.
Try this experiment with your tape recorder.
Role play a prospecting telephone call with your head down,
chin to chest, doodling on an order form. Now raise your chin,
look in the mirror, and repeat the same sentences. Because
you sound more successful you will be more successful - people
like to do business with a winner.
3: Use Scripts.
A script is a group of words, in order, that
generate predictably profitable results. A script is effective
because your listener will know when it is their turn to talk,
and they'll know what you want them to say. When a prospect
asks you how much your product costs and you use the script
"Well, that depends on how much money you have in the
bank!" you will receive a predictably different result
than when you use the script "Forty-five dollars a month.
Less than most people spend on coffee and cokes."
Listen carefully to these two scripts: "That
depends on how much money you have" tells your prospect
to respond just as glibly with "Oh, about 25 cents."
While a specific amount, followed by an example gives your
listener the opportunity to say "Great, that works for
me."
Prepare scripts for the nine questions you
are asked most frequently. They are probably about product
cost, delivery time, references, options and guarantee.
How
to sell using the telephone | Techniques
to Use When Selling Over the Phone | Effective
Phone Selling Tips |
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Phone Selling Tips | Effective
Sales Presentations |
