As salespeople, we spend a lot of time engaging with prospects over the phone and it’s a key skill you need to develop if you want to achieve sales success. Some of my clients have said they feel uncomfortable making sales calls over the phone, but as I always say you wouldn’t email the fire brigade if your house was on fire!
In this week’s post, I’m going to share some ideas on how to make effective use of your time on the phone for better sales results. Hit play on the video or keep reading!
1. BOOK DEDICATED TIME IN YOUR DIARY AND STICK TO IT!
Blocking out a period of time in your diary is a great way to make effective use of your time on the phone. During that period, whether it’s half an hour, an hour or 2 hours, your only task should be making calls without interruptions or distractions. After that period of time, you can focus on other tasks, knowing that you have ticked off a vital task that is going to win you more business. Be disciplined in setting that time aside and it’ll pay off later down the line!
2. SET YOURSELF TARGETS
3. BE CLEAR ABOUT WHAT YOU WANT TO ACHIEVE
4. CONSIDER YOUR TONE OF VOICE
5. MAKE CALLS AT DIFFERENT TIMES OF THE DAY
6. REACH OUT TO PEOPLE IN YOUR TARGET SPACE
I’m a big believer that the age of the cold call is pretty much dead, however that’s not to say that we can’t reach out to those in our target space who we really believe we can help. Those are what I would call targeted calls. People still want to engage and do business together and if the service you offer really can help solve a problem for the prospects you call and you approach it in the right way, they will be interested in listening to what you have to say.
So, there’s my top tips on how to make effective use of your time on the phone. It’s vital that you make prospecting calls on a regular basis in order to achieve your targets and by putting these tips into practice, you will see some great results. But, it’s all about persistence, determination and discipline so keep going and don’t give up!