subject: Selling on the Phone - Tough Business [print this page] Selling on the phone is indeed a tough business. The first thing that makes it tough is you could not see your prospect, physically, and the only clue you have about their state of acceptance is their voice. This can be very deceiving since message sent through voice is very susceptible to misinterpretation and distortion.
But you probably have heard this many times before: "When the going gets tough, the tough gets going!"
How you too could join the tough' group? Here are some suggestions:
1) Practice, practice and more practice. Do not get misled by the saying: Practice makes perfect' because that is a partial truth. The other part that people miss is perfect practice makes perfect. To have a perfect practice, you must grow every time you are at it, which means, your practice today is better than yesterday.
2) Strengthen what works. Learn from the best. It does not mean paying some outside sales experts to train your people but learn from your own people who have done exceptionally well. Look around. There must be a handful of them. Once you find them, they are your best resources to increased productivity and profit.
3) Improve weakness. It is funny that when you take a closer look at how many businesses fail when selling through phone, you often find the reason is not in the product or offer. It is the people, particularly, the attitude of the people. The product can be superb but if the people representing them are substandard, somehow they infected the product with similar disease'.
4) Prospecting the wrong market. Nothing takes away business profit faster than pitching your offer to the wrong person. How often you meet with sales person who can sell refrigerator to Eskimos? Why not tilt the odd to your advantage by selling the fridge to people who really need it? You do that successfully with right prospecting.
Selling on the Phone - Tough Business
By: Nezrul Hisyam
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