Plan Out Your Telephone Calls
How to Prepare for Contacting Prospects
It is essential to gear your pre-call planning to the needs inherent in telephone contact. Telephone calls in any phase of the sale should be short and to the point, which means you must be organized.
Some of the many reasons to call are to break the ice and become known to the prospect, to set up appointments, to follow up on a proposal, to introduce new products, to collect money or to confirm information gathered previously.
A Telephone Planning Sheet can help you quickly focus on the purpose of each call. Fill out your Telephone Planning Sheet in advance for each call to be made and your calls will sound better, take less time and accomplish your objectives.
Two items -- "Potential concerns/questions" and "Answers" -- will be very useful for telephone calls and in-person meetings. An important part of being prepared is having the ability to anticipate the prospect's concerns and have answers and information ready. This will draw on your product knowledge, understanding of the industry and the insight you gain from researching the individual account.
From: Non-Manipulative Selling
® 1987 Tony Alessandra and Phil Wexler
CAD-001-003041
It is essential to gear your pre-call planning to the needs inherent in telephone contact. Telephone calls in any phase of the sale should be short and to the point, which means you must be organized.
Some of the many reasons to call are to break the ice and become known to the prospect, to set up appointments, to follow up on a proposal, to introduce new products, to collect money or to confirm information gathered previously.
A Telephone Planning Sheet can help you quickly focus on the purpose of each call. Fill out your Telephone Planning Sheet in advance for each call to be made and your calls will sound better, take less time and accomplish your objectives.
Two items -- "Potential concerns/questions" and "Answers" -- will be very useful for telephone calls and in-person meetings. An important part of being prepared is having the ability to anticipate the prospect's concerns and have answers and information ready. This will draw on your product knowledge, understanding of the industry and the insight you gain from researching the individual account.
From: Non-Manipulative Selling
® 1987 Tony Alessandra and Phil Wexler
CAD-001-003041
Visit Dr. Tony Alessandra's Website: http://www.alessandra.com
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