Save Your Sales By Picking Up The Phone
Yes, today's salespeople have many ways to reach out to others: email, social media, texts, and videos. But reps should still be able to pick up a telephone and expertly ask for a meeting. “Yes, there are now many alternative prospecting avenues available to the astute sales person,” writes Sean McPheat for the MTD Sales Training blog. “However, in most sales processes, cold or warm, you still have to make a call.”
The longer you go without picking up the phone, the more daunting it may feel. And the less you do it, the more out of practice you will become, eventually missing out on opportunities because of your phone phobia. McPheat encourages today’s salespeople to make the effort to call prospects, and she shares three things to keep in mind when doing so.
His first tip may seem counter-intuitive: Do no try to sell your product or service. Avoid the temptation to make a quick pitch, and instead, focus solely on “selling” the appointment or meeting. Often, when asked for a meeting, prospects make a buyer’s objection, stating they aren’t interested due to pricing or need. This triggers the urge to sell, but doing so isn’t the wisest choice. “Why on earth are you trying to close the sale at this stage of the sales process?” asks McPheat. “Neither you nor the prospect should even be thinking about making a buying decision at this point! Be careful not to fall into that trap.” Instead, when faced with this situation, emphasize that you aren’t asking for their business, but rather just a meeting. Your only goal during the phone call is to get an appointment made, so build up and sell the value of meeting with you.
McPheat’s other two tips are just as easy to implement and just as important. By integrating these suggestions and actively making phone calls, you will set yourself up as a well-rounded rep. You’ll also capture the opportunities left behind by salespeople who only communicate digitally!