How Important Do You Think Language And Name-Calling Really Is How to Get Appointments Via Phone Calls: Five Tips for Sales Success

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How to Get Appointments Via Phone Calls: Five Tips for Sales Success

Most salespeople fear making the number of calls necessary for sales success. Is it because the sales representatives do not know their product or service well? Do they have a fear of the unknown? It may very well be one of these reasons. However, the fear typically boils down to a lack of preparation before making the first sales call.

Here are five easy tips that will help you plan a sales strategy in advance of dialing the phone. Using these can ensure success in reaching the next step in the sales process, which is an appointment.

1. Practice what will be said to a prospect before calling. Don’t let it sound like there is a lack of organization or that the standard script is being read to them. It’s good to have reference notes as long as the sales rep doesn’t look like they’re reading a script word for word. If done right, the practice will generate great conversations or voicemails that get calls.

2. Be interesting! How? Quickly and efficiently state the purpose of the call. This can be as simple as two or three benefits or a few value statements for the product or service offering. The best way to communicate is to give the prospect just enough information to compel them to ask for more information. If sales representatives talk randomly and only give information to the prospect, then they are more likely to reject the idea of ​​a meeting.

3. Be easy to listen to. Use polite words like “may”, “please” and “thank you”. Use the name the prospect likes to be called. Speak louder while conveying authority. It is good to speak a little faster because there is no interference of body language. Make sure the words come out very clearly. Also use “hello” instead of “hi”. If you leave a phone number in a voicemail, make sure to repeat it twice and slow down so the listener has time to type the number without missing digits.

4. Use a nearby alternative choice when setting up phone appointments. Give the prospect an alternative choice when setting up a meeting. For example, a good message could be “I know you’re busy, so in your line of work are mornings or afternoons better for you?” The prospect will respond with a time frame instead of saying “I don’t have time.” Use the alternate choice method again before hitting by offering a choice between two dates and times for the meeting.

5. Make the guardian an ally. If the initial contact is the gatekeeper and not the decision maker, it is vital to make an ally. Gatekeepers are more inclined to ensure that the decision-maker receives a phone message if they are treated with respect and not as a step. With a little imagination, create a compelling approach so that the gatekeeper not only finds interest, but wants to pass on the message. Get the name of the guard and when you call back, ask for them. Build that relationship and watch how sales can grow.

Using the tips above, you should produce more qualified appointments. An additional benefit is that sales representatives can have more fun prospecting than they could ever imagine.

In general, successful calls are made by finding the right prospect, expressing a sales pitch for the purpose of the call, and creating a need for the prospect. If sales representatives can accomplish this in a short phone call, they can be prepared for the next step in sealing the deal with an appointment.

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