By Jeff Korhan
Episode 74 of Landscape Digital Show reveals 9 ways telephone selling can be used to get people talking, earn trust and grow relationships
After graduating from university in the early eighties I accepted a technical sales position with a big oil company. That’s when I learned to overcome my fear of the telephone as a selling tool.
At that time telephone selling skills were everything because other than personal meetings, it was the fastest way to make discoveries, share information and develop relationships.
Like anything else, telephone selling is something you learn from experience. This may be why so many people today are afraid of cold calling. They have seldom been in tough situations where they had to make it work.
Instead, they lob an email out there and hope for the best. There’s a problem with that approach. Everyone else is using it too.
This is why telephone selling works. It makes you memorable, and that should be enough to make it a key part of your selling strategy.
Not only that, it improves the effectiveness of your other selling tactics, including email and social media.
Telephone Selling Sparks Relationships
If your audience is predominantly comprised of people are over the age of 40, there is a very good chance they prefer to do business in person or over the telephone. While they may use text and email, you will never truly have their full attention unless you are face-to-face or on the telephone with them.
The telephone gets and holds people’s attention. If you have ever tried to have a short telephone conversation you know that it’s not easy because most people want to have a little small talk first; it’s just how we are wired as human beings.
The telephone makes human connections that are vital for earning trust and closing deals.
Contrast that with email, texting, and social media. These methods of communication are best-suited to brevity. It’s why lengthy social media updates earn the tag TLDR – too long didn’t read.
That’s not going to happen with telephone selling if you follow these 9 proven practices that respect the person you are calling and the value that you bring to him or her. You may not agree with all of them but give each a few tries before rejecting any because people are different and not every tactic will work every time.
#1. Have a written telephone selling plan.
This includes how you will open and close the call, and key questions to ask. This is especially important if you are not comfortable with telephone selling, and if there are key issues you want to be sure to address.
However, be prepared to go off script. Most important is to follow the lead of your caller. If they want to small talk you should too. They will let you know when it’s time to talk business.
#2. Do not send an email to set up the call.
If you use email to state your business up front you increase the odds Go to the full article.
Source:: Business 2 Community