Closing the Deal on the Go: Honing Your Telephone Skills

In these economic times more than ever companies are looking for ways to cut costs. Business travel is a prime target. Conducting business by phone is a solution. It is a quick and inexpensive way to keep in touch with accounts. You are not calling to make small talk, but you are not calling to race through names and number either. Here are some tips to get the most from your calls.

  1. Know why you are calling.
  2. Stay focused.
  3. Leave a voicemail, but not a message with the wrong person.
  4. Don’t be too pushy.
  5. Be polite.
  6. Grab attention by mentioning your prime benefit early in the call.
  7. Be brief. Prime benefit. One or two equal or secondary benefits. Close for an appointment.
  8. Be able to quickly and articulately answer objections.
  9. Have prepared phone openers that work.
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