Of all the technologies now available to use in selling, the telephone remains the most valuable tool. When used well by salespeople, a phone call is engaging and instantly interactive. The downside of telephone calling, though, is that calls can drag on too long, becoming a big time-waster. Get more bang from your telephone selling time by trying these telephone time management ideas.
When trying to develop new business, prospecting and cold calling can certainly be the most challenging part of the sales process. After all, you are interrupting somebody’s day. It’s almost like being on a first date, testing the waters, making sure that there is alignment. But that’s exactly what’s missing in many situations when salespeople are calling on prospects — making sure that there is a potential fit.
Nobody wakes up in the morning saying to themselves, “I sure hope I get a couple of cold sales calls today.” But business owners and managers do need new ideas. Many of them will give you at least a few moments of phone or face-to-face time if you understand their working schedules and avoid their busiest days and times.
If you are reading this, you are a professional salesperson. You learned long ago that truly caring about your customers is your secret to success. So you work hard to build relationships with customers, understand all of their needs and only offer solutions that best fits those needs. Why are many buyers afraid of salespeople?
Receiving a referral from a satisfied customer or business associate is an important first step. But even a strong referral does not guarantee sales success. As with any new prospective customer, the initial steps you take to establish rapport and keep the prospect interested will make all the difference.
Many sales cycles begin with a prospect who calls or e-mails with a request to “send me some literature.” They are shopping around and want to acquire an overview of their options. After they have had time to receive the information and look it over, you need to follow up with a phone call.