Connecting with Prospects Over the Phone

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Connecting with Prospects Over the Phone

Sales calls can be difficult for even the most seasoned salesperson. However, those who are the best at making sales over the phone care less about making a sale and more about getting to know the person on the other end of the line.

The first thing you need to do when talking with a prospect over the phone is to find out where his or her priorities lie. This can be very difficult because as a salesperson, your first inclination is usually to tell a prospect what an outstanding product or service you are selling.

While it may seem unnatural at first, it is essential to allow prospects to do most of the talking. That’s because if you don’t give a prospect the opportunity to speak, you will never know what he or she wants or needs. When you do begin to talk, you should focus on asking probing questions.

It is unrealistic to expect that every call you make will end up in a sale, but there are ways to become more successful over time.

    1. Begin on a positive note. Research shows that when you begin a telemarketing conversation on a positive note, you drastically increase your chances of making a sale. Instead of beginning a call with phrases like, “I know you’re swamped,” try something more upbeat such as, “Great weather we’re having.”
    1. Never bad mouth competitors. Psychologists tell us that when someone says something negative about a competitor (or anyone for that matter), the person listening tends to, consciously or unconsciously, project those negative attributes onto the person talking.
    1. Focus on the details. Instead of talking in general about a product or service you are selling, speak specifically about the features and capabilities that will directly benefit your prospect.
    1. Ask how the prospect wants to move forward. Find out when and how your prospect wants to be contacted going forward. It is important that you allow the prospect to have some control instead of you always leading the way.
  1. Create an atmosphere of mutual respect. Instead of viewing yourself as less important than a prospect, always set a tone of mutual respect. This sense of respect will go a long way toward building strong relationships that ultimately lead to sales.