One disadvantage of selling by telephone is
lack of face to face contact. When you are sitting with a prospect it is much easier to read there body language. You can see look on their face when they are confused about something you said. You can see delight when you hit a hot button for them. You can read shifts in their body as they respond to your every word. All of this non verbal communication is missing when you are selling by phone.
Selling over phone puts you at a huge disadvantage because numerous studies have shown that 55% of what we communicate is non verbal. This technique will give you back that advantage you might have lost.
Asking The Right Questions
By asking questions that solicit a response from your prospect you will get an idea of what is going on inside prospects mind. Normally these questions are asked during your presentation or while answering objections.
Let's say you are describing how your product or service will benefit prospect and you haven't gotten any kind of verbal response from them. This is time to ask a question like:
Does that make sense to you?
How does that sound?
Are you with me so far?
If you are answering a question or concern you should ask a question that verifies that you have handled their objection, such as...
Does that answer your question?
What you are looking for is feedback from them so you can see what they are thinking and so you know how to proceed.
