At
last, you have your prospect on the other end of the phone. Do you know how to
make the most of this opportunity? This is when your inside sales training should kick in. Remember these best practices…
- Careful pre-call planning. Have a clear and measurable objective for the call in terms of buyer behavior.
- Be courteous. Introduce yourself, greet them politely, and always thank them for their time as you say good-bye.
- Share the “stage.” As eager as you may be to describe what you can do for them, remember that this should be a phone conversation, not a phone lecture.
- Ask good and relevant questions. This is your opportunity to confirm that you have correctly understood their situation and that they are qualified as a buyer.
- Tailor the value you bring. Be specific about what your product/service can do for them…not what it does in general.
- Stay within the time limit you set and drive toward your original goal. If it was for a meeting, suggest several times that would work. If it is time to close the deal, ask for the sale.
