How To Get Face To Face Over The Phone

One disadvantage of selling by telephone is the lack offace to face contact. Mastering this phone skill will giveyou an advantage over most sales people.

When you are sitting with a prospect it's much easier toread their body language. You can see the look on their facewhen they're confused about something you said. You can seethe delight when you hit a hot button for them. You canread the shifts in their body as they respond to yourevery word. Non verbal communication is missing when yousell by phone.

Selling over the phone puts you at a huge disadvantagebecause numerous studies have shown that 55% of what wecommunicate is non verbal. This technique will give you backthat advantage you might have lost.

Ask The Right Questions

By asking questions that solicit a response from yourprospect you will get an idea of what's going on inside theprospects mind. Normally you ask these questions duringyour presentation or while answering objections.

Let's say you are describing how your product or servicewill benefit the prospect and you haven't gotten any kind ofverbal response from them. This is the time to ask aquestion like:

Does that make sense to you?

How does that sound?

Are you with me so far?

If you are answering a question or concern you should ask aquestion that verifies that you have handled theirobjection, such as...

Does that answer your question?

You're looking for feedback from them so you cansee what they are thinking and know how to proceed.

Let Your Ears Become Your Eyes

In any sales situation it's important to listen carefullyto responses to your presentation and your questions.When you ask a question, shut up and listen.

Listen for two things. First what they say. When you get aresponse listen very carefully to the words they use andanalyze and question them until you're clear what they aresaying. Second, listen to the tone of their voice. Approximately 84% of what we communicate via the telephone is through the tone of our voice. If they answer a question one way, however the tone of their voice indicatessomething else. Stop and question further to getclarification until moving forward. Say something like...

It sounds like you have a concern?

This will show them that you're indeed paying attention andwill get them to further clarify their position. If you geta very positive response with an I'm with you tone in theirvoice, you have a buying signal and should move forward withconfidence.

By asking the right questions and letting yours ears becomeyour eyes you will find your closing ratio on the phone willincrease and so will your sales.

(c)Jim Klein - All Rights Reserved - http://www.fromtheheartsalestraining.com

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Jim Klein is the owner of From The Heart Sales Training. Hehelps sales professionals attract new clients and generatean abundance of referrals so they can increase theirincome and enjoy life more. Jim uses an approach thatenables his clients to be their best, provide betterservice and utilize proven strategies for generatingreferrals.