Mastering the Art of Telephone Sales: Connecting with the Right People and Closing the Deal

1. Identify the Decision-Maker

If you're unsure who has the authority to place an order, don't hesitate to make multiple calls. Reach out to the management suite, purchasing department, or accounting. Ask, "Who handles...?" and listen carefully. This will give you a sense of the organization's structure and who is responsible for the area you're interested in. Avoid wasting time on multiple phone conversations with someone who can't approve the purchase. Identifying the decision-maker and learning how to reach them can significantly increase your success rate.

2. Prepare Your Talking Points

Before your call, jot down a brief list of points you want to discuss. You don't need to memorize it, just keep it in front of you. As the conversation progresses, use your talking points to keep the discussion focused and moving towards your goal.

3. Control the Conversation with Questions

The person asking the questions controls the conversation. Listen to the prospect's answers, then repeat their response back to them. For example, "If I'm understanding correctly, you need... and you're concerned about... Let me address those concerns." In most cases, once their concerns are addressed, people are ready to place an order.

4. Determine Their Readiness to Act

Ask when they will be ready to act. Their response will give you a clear idea of their intentions. They might need your product or service immediately, or they might not be ready to purchase just yet. Either way, you'll have a better understanding of their timeline.

5. Schedule a Follow-Up Call

If the prospect or their assistant tells you it's not a good time to talk, offer two dates and times for a follow-up call. Instead of saying, "I'll call back another time," scheduling a specific date and time gives you an appointment.

6. Utilize Voicemail Effectively

If you reach an answering machine or voicemail, don't just leave your name and number. Record a brief sales pitch. For example, "Ralph! This is Linda May at Tagline. I want to give you a discount on our new system that improves profits by 20 percent. Reach me at... I'm in all day today."

7. Be Considerate of Their Time

Decision-makers are often busy. If your prospect seems distracted during your call, offer to call back later. This shows consideration for their time and prevents them from indefinitely postponing your call.

8. Keep Notes

Finally, keep notes about your conversation. This will help you appear organized and professional when you pick up where you left off in your next call. You can also make notes about a prospect's favorite project or personal life. Remembering small details can endear you to the customer and often become a key factor in securing the sale.

In conclusion, mastering the art of telephone sales involves identifying the decision-maker, preparing your talking points, controlling the conversation, determining the prospect's readiness to act, scheduling follow-up calls, utilizing voicemail effectively, being considerate of the prospect's time, and keeping notes. By implementing these strategies, you can significantly increase your success in connecting with the right people and closing the deal.