If you are uncomfortable with sales calls or maybe you've just realised that you do need to make them in order to build on your pipeline of work.
Do not build a script! This is probably the best advice I can offer and there is a simple explanation behind me saying this and it is purely because you should never prepare what the person on the end of the phone will reply with because when they don't reply with what you're expecting you will be thrown and panic.
Take time to answer the following nine hidden buyer questions. You need to have these answered before you even consider picking up the phone...
Your prospective customers may not ask these questions but they do need them answering in order to make a positive decision.
1. Why should I take your call you?
2. Why should I take time to listen to you?
3. What’s my problem?
4. What benefits have you to offer my business?
5. How will you support these benefits?
6. Why should I trust you?
7. Why should I trust your company?
8. Why should I make a decision to proceed?
9. Why should I proceed today?
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This is really helpful Rachel! Thanks for the tips...
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