Watch the video above and talk about it with a group or mentor. Learn more.
Harness the power of the phone call to improve your sales this year.
Key Points:
- 5 steps to better phone prospecting:
- Step one is to get their attention. This is when having a great hook comes in handy.
- Step two is to identify yourself. Tell them who you are and why you’re calling.
- Step three is to tell them what you want. Get to the point as fast as possible.
- Step four is to bridge to a “because”. Make it clear why they need what you’re selling and how it can benefit them.
- Step five is to ask for what you want. Repeat step three, and wait for a response.
Quote This:
The enduring mantra of the fanatical prospector is: One more call. – Jeb Blount
See Also: Success
Talk About It
- What is your initial reaction to this topic? What jumped out at you?
- What are some sales tactics that drive you nuts? Why are those things so annoying to you?
- Describe the best sales pitch you’ve ever heard. What made it so great and what was your reaction to it?
- Which one of these steps seems most important to you? How does having a hook help the sales experience?
- Why is having a clear “ask” important? What is likely to happen if you don’t?
- What is the hardest part of telephone prospecting for you?
- How can you use these steps to get better at phone prospecting?
- Write a personal action step based on this conversation.
