1. For the Indecisive Prospects
Kay Oswalt, a telesales rep with Shamrock optical uses this technique to prompt the reluctant prospect to make a decision, or to surface a real objection: "So you're waiting for ... what ... before you're going to give us a try?"
2. Give Choices of Answers
When using the alternate-choice close ("Would you like the red or the blue model?"), or using the same technique in your information-gathering, position the last choice the person hears as the one you would prefer them to choose. For example, if you want someone to take quick delivery, you might say, "Did you want that delivered on the 10th, or would the 5th be better for you?" The reasoning is that the last choice is the one that lingers in the person's mind, therefore making it easier to choose.
3. Ask First, Then Tell
Using similar rationale as the aforementioned tip, when you are asking for the decision maker, or anyone for that matter, consider making your request first, then stating your name and company. For example, "Hello, I'd like to speak with Pat Kimball please. My name is Gene Pane with Ace Industries." There are several reasons for this:
* It answers in advance the often asked question from the screener,
"And may I tell her/him who's calling?"
* By giving your name after stating your request, they are more likely to remember it. On the other hand, if you start out the call with, "Hello, this is Gene Pane with Ace Industries calling for Pat Kimball," their mind is focused on trying to detect the name of the person who will receive the call. In many cases they don't retain your name, since their listening antenna is on the lookout for the familiar name in their organization. Therefore, a common response after they hear the familiar name is, "And who did you say you are with?"
4. Rehearse Your Opening
Your image is formed in the prospect's mind within the first 15 secondsof the call. It's essential that you ensure it is a positive one. Nothing will cause someone's credibility to sink faster than a rep who doesn't sound confident, stumbling over words. Rehearse your opening before dialing the phone. Make sure you have crafted a suitable opening by choosing the proper words. Then, take a few seconds and get comfortable with it. Be certain that it rolls smoothly from your tongue. DO NOT read it! Be conversational, yet confident.