Here are some tips when contacting your prospects via the telephone.
1: When calling a prospect, don’t start your conversation with “How are you today?” This signals to the prospect that you are a cold caller / telemarketer. A more professional start is to introduce yourself and state why you are calling.
2: Never ask your prospect, “Are You Busy?” in your opening statement. This is an easy opportunity for the prospect to get you off the phone. Plus most people are busy but if they have answered the call then use the opportunity; they will so advise if it’s inconvenient. If the time is inconvenient then ask them for a more appropriate time to call.
3: Don’t act like you know the person and are a close friend when you have never met them. This comes across as being false plus it signals a “telemarketer” or some other unprofessional sales person.
4: If referred then give the name of a referral in your opening on the telephone, if this will put the contact at ease or at least much less defensive.
5: Include benefits into your opening telephone call. This is your opportunity to impress and present why your prospect should continue with the conversation.
6: Prepare mentally always be enthusiastic and positive. A prospect will not want to speak with someone who is bored or has a wrong attitude.
7: Smile while you are talking to the prospect. Your prospect will not be able to see the smile but they will know you are smiling.
8: Be prepared before you picking up the telephone. Rehearse your opening pitch and have answers to any questions they may ask.
9: Always be honest. If the prospect asks you a question and you do not know the answer, tell them you do not know and that you will get back to them. Your prospect will respect you for it.
10: Be polite and always say thank you for sharing time on the telephone with you.
If you are looking for ways to improve your telephone sales then I offer a one-on-one sales coaching solution that help you improve your telephone sales. Email me for more information.