Phone Success

Written By Jeffrey Gitomer
@GITOMER

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at gitomer.me.

phonesuccess

Phone Success Tactics:
To be a winner on the phone,
utilize winning techniques and employ winning philosophies like these:

Sound like you’re speaking extemporaneously.
Don’t lose sight of your objective no matter what.
Agree, empathize.
Determine needs and desires through intelligent questioning.
Use the similar situation technique coupled with a solution.
Try to gain a confirmation that the customer accepts/buys it.
Follow up…follow up…follow up, as promised, promised, promised.
Follow-up to be sure the customer is satisfied.
The science of leaving a message boils down to four words — get your call returned.
You won’t sell or satisfy everyone.
It’s not what you say, it’s how you say it.
You must believe that you are the best.
Always use your best judgment.
Don’t be afraid to make mistakes.
Deliver what you promise so you can make or take the next call with pride.
Don’t overlook an additional opportunity if presented.
You must ask for the sale (assume the sale) or you won’t get it.