Selling on the phone,
an old fashioned mode of communication,
is actually more relevant today
than it was even a few years ago.
With sales people relying on email and social media
to get prospects,
the phone has become a beautiful opportunity to get in front
of high quality prospects.
They're getting fewer calls.
And it's still just as frustrating as ever
to get prospects on the phone,
but there are actually strategies for that as well.
Seriously.
Don't write this fantastic old school tool off.
All of your competitors are emailing,
which means that your prospects are more available by phone.
So get on it.
In this video I'm going to show you
how to sell on the phone in today's market.
Check it out.
Number one, have a script for all of your prospecting calls.
There is nothing more frustrating to a prospect
than to have a sales person bumble through a sales call
without a clear objective
and just meander all over the place.
Have a script that lays out exactly
how you will open the call,
what you're going to ask and how you will close the call.
No more winging it.
When you have a good prospect actually get on the phone,
you would be a knucklehead to just wing that call.
Script the hell out of your calls.
And even calls that are cold calls,
you know referral calls, script them all out.
Number two, take risks.
For some reason we sales people live in fear of calls.
Like somehow the prospect will be able
to reach through the phone and just stab us in the eyes.
But they can't touch us, they can't hurt us.
And you know what?
If you screw up a call so what?
Big goddamn deal.
It doesn't matter.
The prospect won't even remember next month anyways.
Be willing to take risks with your calls.
And if the prospect is being wishy washy,
call that person to task.
If they tell you to call back next month,
ask if that's just a nice way of getting rid of me.
Number three, don't just use the phone.
Now that may sound weird.
The phone is a spectacular tool for salespeople,
but it works best in conjunction
with all of the other tools.
When you call a prospect and you don't get through,
leave a voicemail, send an email,
send over a package, then call again.
In fact, planning our your entire prospecting campaign
is going to make your calls that much more effective.
It's going to help you get to the point
that your prospect is going to know who you are
by the time you actually get them on the phone
on that eighth call.
This is how you get people on the phone
and talking to them.
Number four, call high.
If you are going to make hundreds or even thousands
of calls per month,
investing countless hours in the activity,
when you do actually get someone on the phone,
do you want them to be the decision maker
or just some lemming that's gonna have to
ultimately pitch you to their boss?
It's time to call high.
Whoever you're calling now is probably lower level
than you really should be calling.
If you're calling managers start calling directors.
If you've been calling directors
start calling VPs or CEOs.
The higher you call the more you maximize
your return on those calls.
Call high and get uncomfortable.
Number five, call early, call late and call often.
Now that we've established that you're going to call high,
the question is how do you actually get through
to that person?
And the solution is simple.
And by the way, I want to make a disclaimer here.
99% of viewers will ignore this tip,
but the 1% who implement it will make a lot of money.
High level prospects work from 7 a.m. to 7 p.m. at least.
In fact many work more like 6 a.m. to 9 p.m.
The data shows us that almost all CEOs
work a few hours on Saturday.
But when did gatekeepers work.
9 to 5.
Maybe 8:30 to 5:30 if they're the workaholic type admins.
The bottom line is that when you call
your high level prospects early and late
and even on Saturdays, they are there.
And best of all, their gatekeepers are not.
So there is how to sell on the phone in today's market.
I wanna hear from you.
Which of these ideas did you find most useful?
Be sure to share below in the comments section
to get involved in the conversation.
And if you enjoyed this video
then I have this awesome free e-book
on 25 Tips to Crush Your Sales Goal.
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Until next week.