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

1. Personalize Your Questions

To gather more--and better--information during your fact-finding, personalize your questions. For example, "Joe, I'd like your opinion on...." "Kathy, give me your personal feelings about...." "Mike, tell me how you would react to...." Donna, what are your thoughts on...."

By using their name before the statement, you grab their attention.Then, when you ask for their personal feelings about an idea or situation, you are likely to hear them answer in greater detail.

2. Don't Be Quick To Drop Price

Some salespeople are swift to give a price concession, many times where it isn't necessary. This eats directly into the bottom line. For example, when queried about price, they'll respond, "Well....it's $575, but we could probably give it to you for $490." Then, realizing that negotiating is possible, the prospect may take $490 as the starting point, and ask for further concessions. State price matter-of-factly, and avoid any urge to come down, even if you are greeted with silence. If prospects get the feeling that there is room to play with price, they will not be satisfied until they feel they have reached the lowest possible level. On the other hand, if the point is made that THIS IS THE PRICE, it may not become an issue with them.

3. Say it with Flowers

Dieter Langenecker writes: Before calling a prospect, send a flower to the person with a card saying "Find out tomorrow how to make your company bloom." He or she will be likely to take your call in a positive frame of mind when it does arrive.

4. Recite Numbers in Groups

Ever have a problem with people asking you to repeat numbers after you've recited them? Assuming that you are speaking crisply, the problem usually is with casual listeners at the other end, distractions at their end, or poor phone connections. One technique to help them get the accurate number the first time is to group the numbers together. For example, when giving the last four digits of a phone number, instead of saying "Nine three eight eight," try "ninety-three eighty-eight."


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