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

1. Review When Interrupted

Never interrupt the other person when they are speaking, even if it's OK if they do it to you. What they have to say is most important. You want to make a statement reviewing what you said before the interruption, and then continue. "Yes, that's a good point. As I had mentioned before..."

2. Use Good Body Language

You wouldn't dream of plopping down in a chair, slouching down so your head was barely visible, in a face-to-face sales presentation. Don't do it on the phone either. They can hear how you are sitting.

3. Be the Last to Present

If you are working on a prospect where multiple calls are necessary, and you are bidding against a few other competitors, ask to be the last seller to speak with them. Arrange a time to visit them after they have had a chance to speak with everyone else. You will then learn what went on between the buyer and sellers who preceded you. They may learn more about what they will require in a proposal, and armed with this knowledge, you will be prepared to put together the information that has the greatest chance of meeting their needs.

4. Three, Three, Three

Psychologists tell us that a message is more firmly embedded in the mind when it is repeated three times. If you can present your benefit to your listener three times in succession, it will have more impact. When they hear, three times, how they are going to benefit, the idea has a greater chance of sticking. See, it just happened!


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