The telephone is probably
most personal and powerful selling tool ever invented. You can reach almost anyone anywhere in world 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 heart of business. In many industries and with a big percentage of customers, you can't close deal without a phone call.
But what happens when you can't get past secretary to talk with woman who writes checks? Or even after second and third try you are still getting their voice mail?
Here are some easy ways to get through to right person and make sale:
1. If you are not sure who has authority to place an order, make several calls. Call management suite. Call purchasing. Have yourself transferred to someone in accounting. Start your question with "Who handles..." Listen closely. You will quickly get a feel for how organization operates and who is in charge of area you are interested in.
The last thing you want to do is waste time having multiple phone conversations with someone who can't approve purchase. Taking time to find out who writes checks and how to get through to them can increase your success fast.
2. Write down a short list of points you want to cover in your conversation. You don't need to memorize it. Just keep it in front of you.
As conversation progresses, you can use your "talking points" to keep discussion on track and moving toward your goal.
3. Ask questions. The person who is asking questions controls conversation. Listen for prospect to answer, then repeat their answer back to them.
Say, "If I'm hearing you correctly, you need......and you're concerned about... Let me answer those concerns."
In most cases, once you satisfy their concerns, people place an order.
