telephone selling, telesales, tele sales, cold calls, cold calling, cold telephone sales calls, valid business reason, sales techniques, selling techniques

Do you really hate selling by phone? Most business people who are not professional sales people do. Mainly because
of the fear of rejection. Here's a technique that will increase the success rate of your 'cold' telephone sales calls.
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Increase success rate when selling by phone

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Do you know your prospect's needs? Think before you talk!

Do you really hate selling by phone? Most business people who are not professional sales people do. Mainly because of the fear of rejection. Here's a technique that will increase the success rate of your 'cold' telephone sales calls:

  1. Before you even think about calling a prospect, have a "Valid Business Reason." "I want to learn about your business..." is NOT a valid reason for the call. A VBR must be from the prospect's point of view...Why s/he should call you back or even speak with you.
  2. Do your homework...find out all you can about his/her industry and business before the call.
  3. Ask questions that address how your product or service can help solve the prospect's most pressing problem. Stay away from phone scripts and the features and benefits of your product/service until you have completely understood the prospect's problems and needs. Conduct a "Needs Analysis." Seek first to understand then to be understood.

This tip was submitted by Michael Guimond, Marketing Executive, Cox Communications, USA


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