10 TIPS TO SELL MORE BY PHONE, Part VI


1. Watch Your Language


The Words "love" and "hate" evoke emotion that can help your sales
effort. For example, "Wouldn't you love to go a month without your 
copier failing?" And, "Don't you hate it when your order is late?"


Another language tip is to use active verbs. For example, "Our
products are used by the Smith Company," is dull compared to "The
Smith Company uses our products."


2. Shhhhh.....Whisper


To ensure that you're presenting a clear message over the phone,
practice whispering your presentation (not to the prospect!) from
time to time. When we whisper, we must open our mouths WIDER and 
poke out our lips to be understood. When you return to your normal 
volume, use the same techniques.


3. Quality Sells


Don't sell yourself short by dropping price when trying to win
business from competitors. Most consumers and industrial buyers
think quality is equal to, or more important than price. If your pro-
duct or service is tops in quality, sell it on that point. Don't be 
ashamed of a higher price. Point out that your price is actually 
lower in the long run, where it really counts.


4. Tell Them Who They're Holding For

If you ask your prospect/customer to hold while you transfer them
to another person, give the name and position of that person. "If 
you'll please hold, I'm going to transfer you to ______, the Customer 
Service Manager." People will wait longer if they get this infor-
mation.


5. Get Them to React

Try a variation of this opening statement: "Ms. Prospect, I have an 
idea that might be able to help you make/save money, but first I need 
your input on it."


6. Finish With This Question

As you conclude the fact-finding phase of your call, end with a 
question that might provide information you could have overlooked.
For example, "Karen, before I make my recommendations, what else
should I be asking you about your personnel situation?"


7. Sightless Dialing

A TSR reader called in and said that to save time he has developed
the ability to dial phone numbers without looking at the keypad. He
has put a tiny piece of tape on the number "5" and uses that as a
guide in locating the other numbers. This enables him to dial
quickly and not take his eyes off of his computer screen or files.


8. Answering the Price Objection

Here's a way to handle a price objection. "Steve, your company's
status in your industry is well known. That level has been reached
by making wise business decisions....the same type I'm asking you to
make right now. Don't sacrifice quality and long-term peace of mind
for a mere difference in price. Will you agree with me?"


9. Working with "Shoppers"

How often have you encountered a prospect who is a shopper? "Well, I 
will have to get back with you. I'm just kind of shopping around right 
now." Normally, you will never hear from them again, so it is best to 
capitalize on their interest at that very moment. Try this idea: 
"I can understand some hesitancy, since this is a major decision. But, 
by shopping around, you will be using valuable time that otherwise 
could be converted into profits for your company. We agree that our 
proposal meets your needs, and the price is right, plus there is a 
money-back guarantee. Let's get started and save you that time and 
headache, OK?"


10. Don't be Paralyzed by Perfection


Although preparation is one of the critical ingredients in a success-
ful call, over-preparation can be stifling. Some people go to extensive
lengths to study files, memorize product specifications, and write 
notes and letters. As a result, they don't spend enough time selling.
Preparation pays, but don't be paralyzed by the pursuit of perfection!


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This resource is (c) 1996 by, and excerpted from,
Telephone Selling Report newsletter.