In my business, it’s all about the face to face and relationships. Therefore, my goal on the call is to set the meeting or lunch. I don’t go into details until I meet with them. The phone is tool to set the meeting. Selling over the phone is tough enough but selling face to face has its advantages.

Suggestions (in no particular order):

1. Sell to set the Meeting!

2. Set the meeting date a week in advance and then follow up with an agenda by email.

3. Hard to get prospects? Call before works hours (7:00am), during lunch (12:00pm), after work hours (5:00pm).

4. Rule of 3. Research the Prospect, their Competition and their Industry.

5. It’s not amateur to have a script. Build a script and tape it to your desk. Use it as a crutch when you need it (I don’t ever read my script word for word but it guides me when I choke).

6. Know your prospect’s objections. Its a game of chess. Know their moves before it happens. If you know what they are going to say you will most likely be prepared to handle objection with no surprise.

7. Give reasons why your calling. Most of the time in the first 20 seconds their trying to figure out why your calling. “The reason for my call, _________ (Pick a topic - article, competition, news, facts, numbers, sponsor, referral, etc.)

8. Get them engage right away. Ask questions and be inquisitive and then add value to the conversation. They love to talk about their business and themselves. Before you know it they have set the meeting for you.

9. Build rapport! Find some common ground.

10. Don’t take it personal if they say NO. It takes an average of 5 to 7 contacts to get them to meet with you. Now that you broke the ice, send an email, package and/or drop by with bagels. It’s like a dating game. Sales people are like romantics. We have to win their hearts to get them to trust you and if you are good enough you could probably get them to marry you (sarcasm).

11. Be genuine! Be yourself. People smell phony.

Contributed by: Outhorn (Uton) Keophila - Business Development / National Account Manager at CompuCom

For more information visit www.GenerationSalesGroup.com or Contact David Juris at djuris@GenerationSalesGroup.com or at (303) 793-1111.