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10 Tips To Sell More By Phone, Part IV
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By Telephone Selling Report

1. Co-Workers/"Time Robbers"

There are people in almost every office who like to stroll around and plant themselves in front of anyone who will listen to them. The topics are usually social and don't relate to how you can do better in your job....therefore you waste valuable selling time on mindless chit-chat. To tactfully indicate to the person that you need to get to work, try these ideas:

* As soon as they saunter over to your desk, put your hand on the phone, pick it up, or even begin dialing, pausing momentarily while looking at them and smiling with a look that says, "Is there something you needed?"

* Immediately stick your hand in a file, flip the pages of some correspondence, or work on your computer, implying that there is something very important on your mind. Give them your attention with one eye to acknowledge their presence.

* Before they get too close, stand up. By standing, or even walking them to the door, you send the unmistakable signal that you are busy.

2. Get Them Thinking About Fear of Loss

For most people, their main motivator is fear of loss or pain. This is much greater than the desire for pleasure. Therefore, think of ways you can appeal to this potential fear of loss. Ask them questions to fit your situation:

"What would happen if you needed something in an emergency and they weren't able to provide it? Have you ever considered an alternative source?"

"Do you have a plan in place for disaster recovery?"

"What would it do to your business if sales declined by 10 percent?"

"How have back-order situations affected you in the past?"


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