- The secret to telephone selling.
The single most important secret to successful telephone selling is to schedule it.
That’s it. That’s the secret. Just schedule it. Make an appointment with yourself. Choose a time when most of the people you want to reach will be in their homes or offices.
Making the call.
Step 1: Identify yourself
Say, for example, “Good morning. My name is ______. May I speak with Tom Jones?
Step 2: Check availability to talk
After repeating your identification ask, “Do you have a few moments to talk with me now?”
Step 3: Build a bridge
Build a bridge of trust by talking about something you have in common. For example, “Joan Jones suggested we talk. She and I have worked together for years. How do you know Joan?
Step 4: Transition to sales message
Say, for example, “The reason Joan suggested I call you is that she’s a member at our club and thought we might be helpful to you. I’ll be able to determine that, if you can take a minute to answer a couple of questions for me.”
Step 5: Fact finding
Say, for example, “Joan understands that you’ve set some goals for the new year. Was she correct about that. Tell me about your goals.”
Step 6: Sales message
Say, for example, “It certainly sounds as though you might need some assistance with that. I’m quite experienced in these kinds of cases. I recently assisted a member with very similar goals, and I’d be glad to talk with you about how I might assist you. How does that sound to you?”
Step 7: Answer questions, concerns or objections
Be prepared to briefly answer questions about your experience, the time that will be required, how you set up the program, fees, and so on.
Step 8: Gain commitment
Say, for example, “Perhaps we should get together and talk about this further. When is a good time for you?’
Step 9: Wrap – up
Discuss what kind of meeting you will have, when, who will be involved, where and what time it will be, and how to get there.
Worksheet
Telephone Marketing
Write down how you would say each of these steps
Step 1: Identification
Step 2: Check availability to talk
Step 3: Build a bridge
Step 4: Transition to sales message
Step 5: Fact finding
Step 6: Sales message
Step 7: Answer questions, concerns or objections
Step 8: Gain commitment
Step 9: Wrap – up
What?
When?
Who participates?
Where?
How to get there?
