Sales

The telephone can help you find and make arrangements for seeing and informing people of your services.

There is one and only one reason to use the telephone when prospecting for business. Getting an appointment with a prospect. The main point is that you must not try to sell or even discuss your presentation over the telephone. Your sole objective is to get an appointment to visit with your prospect and show your line!

Everything you do or say must be to enable you to keep your goal in sight. Your success in telephone prospecting is measured only by your ability to get a sufficient number of appointments. To explain or argue business over the telephone is useless. Business selling is one thing that really demands the personal visitation to show what you can do for the prospect.

Most if not all products and services rely on visual communications for their appeal. If you could explain the mood, concept or what you have over the telephone, then you would not meed your services in the first place. Conversely, if the prospect could explain orally what he or she had in mind, he or she would not need to view item before accepting or parting with money for them.

We've already suggested a way for you to find suspects. Suspects are people who you have reason to believe may be prospects. A cold turkey method was also suggested for finding the person behind the door so that you could show him or her your presentation. The suggestions involved in door-to-door calling cold turkey can be modified to be used in the telephone approach.