More and more salespeople seem to think that social networking, fancy email apps, and other modern tech tools are the only way to prospect effectively today. As a result, many of them neglect to use one of the most powerful prospecting tools out there: The good old telephone.
Prospects today receive fewer phone calls than ever before -- and that’s why it’s time for you to pick up the phone and start dialing.
Embrace the telephone in the right way and you’ll watch your sales increase dramatically. Check out these five phone selling keys that will explode your sales numbers and help you crush your competition.
1) Call prospects early or late.
Your competitors call prospects between the hours of 9:00 am and 5:00 pm. This is one of the biggest and most common phone sales mistakes. Stand out from the crowd by calling prospects outside this timeframe. This will enables you to get through to high-level prospects who normally have a gatekeeper screen their calls.
Think about it: Important prospects are frequently at the office before 8:30 am, and they stay at work way past 5:30 pm. But during these off hours, their phone gatekeepers are nowhere to be found -- and you’re more likely to get through to your prospect on the phone.
Watch this video to learn more about this phone sales strategy, and others like it:
2) Drop the enthusiasm.
When you start your sales calls with an enthusiastic “Hey! How are you!”, your ideal prospects will immediately identify you as a pushy salesperson. Nobody likes a salesy phone call. Rather than turning on the cheerful, loud voice you’re used to employing on the phone, try using a low-energy, calm, genuine voice with your prospects. When you drop the enthusiasm, you’ll come across as more trustworthy -- and your prospects will be more likely to listen to what you have to say.
3) Interrupt the pattern.
It’s great to have a phone script -- unless your script sounds just like everyone else’s. When you jump on a phone sales call, look for ways to break the pattern of what your prospect expects to hear from a salesperson on the phone.
Try a low-key and genuine opening like, “Hi, George, Marc Wayshak calling. Did I catch you in the middle of something over there?”
Your prospect won’t expect you to start with a line like that. An opener that’s lower energy and phrased a bit differently is a great way to stand out from the crowd.
4) Put contingencies in place.
Prospects are busy -- and sometimes their primary goal is to get off the phone as quickly as possible. But whenever a prospect tries to hang up on you, break out your contingency plan, and just hang in there.
If a prospect says, “I’m actually in the middle of something right now,” try responding, “That’s totally fair. Would you mind if I take 30 seconds just to tell you why I called? If it doesn’t make sense to you, feel free to hang up after 30 seconds. Does that sound OK?”
When you implement this easy phone sales tip, you’re more likely to catch your prospect off guard -- and keep them on the phone.
5) Focus on the prospect’s challenges.
Most salespeople start each call by talking about how great their product or service is. In reality, prospects don’t care. They only care about how to solve their deepest frustrations. Switch up your opening by mentioning a few challenges you’ve observed your customers facing. Ask your prospects if they’re dealing with any of the same challenges. This will increase your value and get your prospects talking about what matters most: how you can help them solve their problems.
Use this five phone selling keys to master the art of phone sales. You’ll dominate your competition and connect with more prospects by phone than ever before. For even more powerful strategies to increase your sales, check out this 9-Day Sales Intensive to transform your approach.