Modern prospects are bombarded with sales emails, social media selling campaigns, and dozens of other tech-driven sales initiatives. Where their telephones once rang off the hook with sales calls, now their email and social networking inboxes are filled to the brim. Simply put, your prospects are no longer inundated with phone calls.
What does this mean for you? Modern sellers have a huge opportunity to stand out from the crowd by picking up the phone, dialing your prospects’ numbers, and getting them on the line.
For the salespeople who understand how to properly execute phone sales, the telephone is still one of the most effective selling tools on the market today. But it’s not just enough to get your prospects on the phone. Once you do, you must grab their attention, earn their trust, and expertly make the sale. Follow these three critical phone sales tips to start closing way more deals:
1) Say the opposite of what’s expected.
While your prospects are receiving fewer sales phone calls than ever before, they’re still fielding calls every single day. This means that they’re on the defensive, looking to avoid sales calls that will waste their time. If you sound just like every other salesperson from the moment your prospects answer the phone, you’ll be dead on arrival.
That’s why you need to set yourself apart from the typical “salesy” caller by saying the opposite of what’s expected. Avoid sounding like every other salesperson by lowering your enthusiasm, and speaking in a calm, genuine voice. Be distinct in your approach on the phone. Never take on an overly cheerful tone or greet prospects loudly on the phone. During the first few moments of a call, prospects should be unsure about whether or not you’re even a salesperson.
For more phone sales advice like this, check out this video:
2) Be provocative.
Most salespeople do and say whatever their prospects want to hear – but being provocative is a far better way to grab your prospects’ attention on the phone. This certainly doesn’t mean you should start every phone call with a provocative joke, but it does mean that you should be open to challenging your prospects and surprising them, too.
For example, try opening your next sales call by describing a few major challenges you’ve seen in the prospect’s marketplace. Then find out if the prospect shares those same deep frustrations. Be willing to challenge your prospects on the phone, if they push back on something you say. You don’t have to be a pushover or a softie to close more sales. In fact, if you stand firm and position yourself as an expert on the market, prospects will be more likely to buy from you on the phone.
3) Put contingencies in place.
It’s a sad fact that even your ideal prospects will try to get off the phone with you right away. Some prospects are more difficult than others, but if you’re prepared, you can keep almost any prospect on the phone with you, and edge your way closer to making the sale. You just have to put the right contingencies in place.
For instance, if a prospect tells you, “I don’t have time to talk right now,” respond with this contingency: “Okay, that sounds fair enough – but can I ask you one last question before I hang up?”
This contingency will immediately interrupt the normal pattern of a sales call and break the prospect’s train of thought. When the prospect inevitably agrees to one more question, be prepared with something powerful and provocative that will spark further conversation.
If you’ve been neglecting the phone, try implementing these three critical phone sales tips to help you close way more deals than ever before. Check out this special report on the three closing questions you must ask to close the sale, and watch your sales numbers dramatically increase.
Which of these phone sales tips did you find most useful? Share your thoughts in the comments below.
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