Three Sales Tips You Must Know About to Sell Anything to Anyone Through the Telephone

Marc Wayshak

#1. Tone it down. Salespeople have been taught to show lots of enthusiasm on the phone, yet this is really debilitating because nobody wants to talk to the “Hey! How are you!?!” guy.
Tone the opening down with something a little bit more real, something along the lines of, ‘Hey George, Marc Wayshak calling; did I catch you in the middle of something?” By using an approach that’s much more relatable and much more genuine, you’re going to see your connection and conversion rates go up significantly.

#2. Script out the first ten seconds of your call. What’s amazing is that so few people actually truly script out the first few seconds of their call, yet no one’s surprised that research shows us that most prospects take about seven seconds before they decide whether or not to hang up or allow the call to continue.
Don’t leave your opening to chance. Instead script out exactly what you’re going to say every single time in order to engage that prospect.
#3. Lead with common challenges. Your prospects do not care about what you have to sell; all they care about are their challenges and goals. So instead of focusing the call on how great your product or service is, focus the call in a direction that’s going to get them to talk about what’s going on in their world.
Here is an example of how I might start a call with a prospective client: “George, a lot of my clients are coming to me right now for a couple of reasons. One is that they are losing sales to low cost competitors; two is that they are just really struggling to maintain a good sized pipeline, or number three, they are just finding that the ROI on their sales activity just isn’t where they want it to be. Do any of those challenges ring true to you?”
By using an approach that is focused on challenges and then ultimately engaging that prospect, you’re going to find that your prospects are suddenly much more responsive to whatever it is that you ultimately have to offer.
So there you have it: the three phone sales tips that will dramatically increase your sales results—to more and bigger sales.
I want to hear from you, so which of these three tips did you find most useful? Be sure to just share below in the comments section.