Telephone Prospecting Sales Techniques

The telephone is a valuable time-saver for sales prospecting. Image conveyed in face-to-face meetings from one businessperson to another is not pertinent over the phone. Telephone prospecting sales techniques may be summarized under three categories: communication skills, call preparation and attitude. Paying attention to all three will guarantee telephone prospecting sales success.

Communication Skills

Superb communication skills are paramount to success for telephone prospecting. Listen attentively to the other person, and do not participate in multitasking, performing other activities while speaking on the phone. Let the other person talk, and be sure that the prospect has completed a thought before initiating your next word.

Use open-ended questions to draw-out the prospect, and to discover exactly what is on the person's mind. The more he talks, the easier it is for him to buy into what you are selling. To develop rapport, match the other person's speed of speech. Choose words and phrases that are predominantly positive for better results. Pay attention to "how" the prospect sounds more than "what" is being said.

Try to avoid interacting with voice mail. If you must leave a voice message, pretend you are a guest on a major radio station speaking to thousands of listeners with a powerful point, and keep your message to a maximum of 30 seconds.

Keep introductions to a minimum and make your point without being pushy. Try to sound like you are the other person's neighbor having a conversation over the fence. Be relaxed and professional.

Call Preparation

Customize phone conversations in advance to each particular person called. Think of all of the scenarios that the prospect may be facing. Then jot down on paper how this call may be a solution to those challenges. Tape phone conversations, if approved by the person that you're calling, for critiquing later with an eye toward self-improvement.

Prepare objectives, an opening statement, at least 10 open-ended questions, how to deal with price objections and how to ask for the order. Rehearse this information and then put the words out-of-sight to come across as natural over the phone. People can sense when a caller is reading a script.

Attitude

Positive mental attitude is paramount in telephone prospecting. Make a good first impression by putting a smile on your face. This will enhance vocal quality and come across as being spoken by a relaxed and cheerful individual.

Be pleasantly persistent. If leaving voice messages, don't stop at one voice message but four, spaced three business days apart. This will translate into a two-week period of time, so you won't appear as being too forward. Supplement these messages with an email, if available, or letter. Let the prospect know that you will not give up easily, but be polite while being persistent.

References

• Telephone Prospecting: Recruiting
• Phone Prospecting: Phone Prospecting
• Phone Prospecting Tips and Techniques: Phone Prospecting