The ultimate goal of any sale is to make the sale, right? Of course it is, but how you go from initiating the contact to closing the sale is where the art and science of selling comes into play. Let’s focus on phone sales.
First, let’s debunk a myth: cold calling isn’t dead, it’s just been tweaked. Since we live in the information age and at Google, search engines have changed the game in terms of how consumers (both individuals and businesses) interact with marketing and sales. Oh yeah, let’s not forget to mention that the government is watching to ensure that consumers are not called when they don’t want to be with the enactment of the National Do Not Call Registry. However, do not assume for a second that the phone is idle as a means of communication for conducting business. Most people want to interact with another person before buying. Do not misunderstand; Websites, email, text, and print media are significantly relevant to doing business today. But, when it comes to the phone, it’s the undisputed champion in terms of initiating (or even maintaining) contact with a potential customer or customer.
The best method to overcome the fear of selling phones
Although Nike said it best with its slogan of “Just do it”I would offer you that there is a step before simply picking up the phone and dialing. You must have a goal for the call. The best way to squash anxiety and kick fear in the stomach when selling over the phone is that you must have a purpose for the call. Remember, selling is an art and a science and it follows a very logical pattern. Here are some common goals of a call: (1) Introduction without the goal of making a sale; (2) Get an appointment in person or by another phone call; (3) Talk to the decision maker or find out who is the decision maker; or (4) Request the Sale.
When you have a clear and direct purpose for making the call, telesales becomes really fun. As you build your stamina through repetition, you’ll express confidence over the phone that your prospect or customer gravitates, and you’ll soon begin to see the fruits of your labor in closed sales.