When you phone someone up with the aim of building, either repoire or selling him or her something you succeed or fail there is no in between. The state of mind that you are in plays a big role in how the communication will ultimately play out, but here are a few tips that I have found help with the outcome.

Before calling up a sales prospect put a smile on your face, straighten out your back and prepare for a positive reaction to your call. Try and slow down with a clear greeting and rather then saying Good Morning at the speed a pilot makes a mayday call, slow down and talk calmly.

Try to project your voice with calm and in control tone. Think Clint Eastwood rather then Jerry Seinfeld. Introduce yourself and explain clearly, where you are from and what the reason for your call is.

If you are calling because you received a referral from somebody, always praise that person and comment how you enjoyed doing business with him or her. We can assume that the referral and your original customer must share some common traits so suggesting that business with them was enjoyable firms up the way your prospect is feeling about you.

Make sure that if you listened to a recording of the call that you would sound excited to be speaking with the person. Always ask if your have called at a convenient time and if they are free to speak.

The free to speak question is a powerful one because the answer gives you permission to make your point calmly and thoroughly. If the answer is a short no I am not free to speak then respond by letting the person know that the nature of your is important, then ask what will be a convenient time to call them back.

Do not ever just leave your number, as the silence will truly be deafening and your empty wallet a reminder that you did not set a call back time. Once the time has been set, thank them politely and hung up.

 

Why should you never ask a closed question on the phone?

A closed question asked face to face can be dangerous but on the phone it can literally kill any chance of making a sale.

The closed question is a question that allows for only one answer. For example when you ask directly for someone’s address or a specific detail to early in the conversation it can result in either Yes or No.If the answer is no it really can kill the repoire.

Using alternate choice questions on the phone is much more effective. For example Who,what,when or why are fantastic questions that will elicit detailed answers.

This one or that one

One of the best control techniques, on the phone is to ask your client whether they prefer this one or that one. If you are aiming to set up a face-to-face appointment by asking a client if they are free at 9am, you are opening yourself to a possible no. In contrast, if you ask if they have a preference between 9am and 3pm you not only keep some control of the conversation but also make it a little harder to sat no.

 Do not ever guess what your customer is thinking

Ask your clients what their needs are and never be afraid of probing for the information you need to best look after them properly.

Every phone communication is an excellent opportunity to either build for something down the track, or cement a deal in quick time.

 

Paul Ingersole is an Australian based business person who enjoys writing.Paul discovered a great system that makes small continuous recurring profits using the internet.You can see Google Sniper at Paul's website

http://www.guruswipe.com

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