What a topic this is going to be. Hello Everyone Michael The Traveling Trucker.
Mention: https://pixabay.com/images/search/people%20talking/
Oh, the phone and the call. You know you must make it. What is going on in the mind of the person who picks it up when you begin to speak?
If you can get a prospect to answer the call, you’d better be sure that they don’t hang up or rush to get off of the line.
The challenge is keeping someone on the line. I have had people hang up on me after I introduce myself or ask why are you calling? What are you selling?
Stop right here a moment. Please remember, they gave you permission to call them when they filled out the form.
People are looking to make money so they have filled out dozens of forms. It’s not personal. Slow down and ask a few questions. They get dozens of sales calls.
Read this sentence SLOWLY. After you’ve introduced yourself, you should begin personalizing the call immediately. Call them by name. Ask if they have a few minutes right now to talk?
Call at the right time for your prospects. The research shows that most calls that last over 5 minutes occur between 3:00-5:00 pm on Tuesdays or Thursdays.
Perfect timing is important, and it doesn’t have to be hard. It’s about calling them when their interest is piqued.
Tracking leads and opportunities is important because you’ll know exactly which stage each prospect is at in your sales funnel.
Make a good impression. Read this and see the difference between asking or telling. It’s more effective to ask if you’re “talking with” the right person rather than asking if you’re “speaking to” the right person.
Tell a story (and ask questions)
If someone tells you they’re busy when you call them, consider that a red flag.
If they were really in a meeting, would they have answered a call from an unknown number? Probably not.
That’s why you have to prove your worth quickly, even if they claim to be busy. You only have about 10 seconds to show a prospect that you’re worth their time. A great way to do that is with personal stories that build rapport.
I was really busy as you are when I got the call. I didn’t think I needed what they were selling, even though I was looking to make some additional income online.
They asked me how much was I looking to earn? This is where I tell the caller, I’m a full-time trucker wanting to come off the road. Draw them in and ask them questions. Ask if they are employed or stay at home.
Make it all about them. Focus the conversation on your prospect for as long as you can first. People love to talk about themselves.
By giving your prospect the chance to talk, you’ll also be gaining more insider information about them.
You have to know what your prospect wants before anything else. That’s why it’s important to listen and only speak when necessary.
Listening is key to building great relationships. It builds the trust you need to get a prospect to commit to you.
Take your time and try not to be nervous. The people on the other end are way more nervous than you.
Follow up when needed and leave a voicemail.
When you follow up, your prospect might not be available. That’s why it’s important to leave an effective but brief voicemail.
Start out by telling them who is calling them, why you’re calling, and then end on a note that will trigger a quick response.
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