Archives for December 2007
#10 of 10 Telephone Sales Tips on how to create a positive image
Prepare yourself for making your calls by getting into the right frame of mind
Know when to say “goodbye”!
The thinking behind this one originally was that you could actually ruin or lose a business opportunity by not courteously and speedily wrapping the call up once you’d achieved your goal.
The idea was that the other person then had time to start thinking about whether he had made the right decision and, more often than not, would reverse it.
Now that implies a certain degree of “hard sell” that doesn’t really apply to the way that most business is done. Yet the message itself is still valid if we look at it a different way:
These days, more than ever, people are bombarded with advertising messages every which way they turn, from every media you can think of. They are time- and attention-poor. So I’m going to take that tip, change its emphasis and wrap up this series of 10 tips by saying:
Get in there, talk to the right person, state the reason for your call succinctly and politely, ask relevant questions, listen to the answers, don’t overstay your welcome and use the telephone to help you build profitable relationships.
Simple. (Maybe not easy, but, yes, simple.)
Have fun 
Linda Mattacks is the author of a series of training courses available at SellingForBusiness.co.uk developed to provide easily accessible training for small businesses who are not in a position (or may not want) to take time out to attend formal training sessions.
