Picking up the phone is often the quickest way to close a sale.
Developing new business comes in many forms -- the Internet, product press releases and direct marketing, to name a few. However, the best avenue in scoring new business is from simply picking up the phone. The goal with a sales call is to follow-up on previous written communication or to get an appointment with the person qualified to buy what you are selling. Opening a sales call can be intimidating for a novice, but using a few tried and true sales tactics can not only lead to a comfortable, easy dialog, but the sale you are seeking.
Instructions
1. Speak clearly and confidently. Take a moment to relax before dialing the number. Assure yourself you know what to say and deliver your message.
2. Keep the conversation formal to get the person's undivided attention.
Introduce yourself. When the person answers the call, usually by saying their name, repeat their name keeping it formal. If John Smith answers his phone by saying, "This is John Smith," repeat it back formally asking a question: "Hello, Mr. Smith?" The person will answer yes, which means they are already engaged in the conversation.
3. The tone of your voice should be upbeat.
Exchange pleasantries. After you hear affirmation that it is the person on the phone that you indeed need to talk to, respond with something positive, such as "It's a honor to finally speak to you." This does not directly identify you yet and allows the prospective client to engage more into the conversation without thinking about if he wants to talk to you.
4. Ask a question that gives you a "yes" answer.
Ask permission to ask a question. Rarely will someone say no. This establishes the format of your sales call and puts you in charge. Ask a question that directly relates to the benefit of you two doing business together. You already believe a business relationship will benefit both of you, so craft this question right and the prospective client will, too. This makes it a mutual decision to continue the call.
5. The hook of the sales call is used to unite the two business parties.
Catch the person's attention by using a "hook" that is directly of interest to this specific prospect. For example, if the prospect is in the fashion business, give them an example of what you have done to help another fashion-related corporation. "We have helped XYZ fashion manufacturer to reduce overhead by 30 percent last year alone." This gives the prospect a tangible benefit to hold onto. Keep the hook to one or two sentences.
6. Explain who you are. This is the time to reveal your organization and give it a brief description. The opening to your sales call is complete and the prospect can now ask questions as well.
