How To Get Face To Face Over The Phone
One disadvantage of selling by telephone is the lack of face to face contact.
When you are sitting with a prospect it is much easier to read there body language. You can see the look on their face when they are confused about something you said. You can see the delight when you hit a hot button for them. You can read the shifts in their body as they respond to your every word. All of this non verbal communication is missing when you are selling by phone.
Selling over the phone puts you at a huge disadvantage because numerous studies have shown that 55% of what we communicate is non verbal. This technique will give you back that advantage you might have lost.
Ask The Right Questions
By asking questions that solicit a response from your prospect you will get an idea of what is going on inside the prospects mind. Normally these questions are asked during your presentation or while answering objections.
Let's say you are describing how your product or service will benefit the prospect and you haven't gotten any kind of verbal response from them. This is the time to ask a question 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 a question that verifies that you have handled their objection, such as...
Does that answer your question?
What you are looking for is feedback from them so you can see what they are thinking and so you know how to proceed.
Let Your Ears Become Your Eyes
In any sales situation it is important to listen carefully to responses to your presentation and to your questions. When you ask a question, shut up. The first person, who speaks, looses. You have two ears and one mouth; you should listen twice as much as you speak.
Listen for two things. First what they say. When you get a response listen very carefully to the words they use and analyze and question them until you are clear what they are saying. Second, listen to how they say it or 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 indicates something else. Stop and question further to get clarification until moving forward. Say something like...
It sounds like you still have a concern?
This will show them that you are indeed paying attention and will get them to further clarify their position. If you get a very positive response with an I'm with you tone in their voice, you have a buying signal and should move forward with confidence.
By asking the right questions and letting yours ears become your eyes you will find your closing ratio on the phone will increase and so will your sales.
Jim Klein is the owner of From The Heart Sales Training. He helps sales professionals attract new clients and generate an abundance of referrals so they can increase their income and enjoy life more. He provides professional sales training and sales coaching. Lots of free tips, techniques and articles. Find more articles to sharpen your sales skills here.
High Quality Conference Calls at Discount Prices
Cell Phone Accessories
Up to 80% Off
Conference Call Companies - Web Conferencing Services
Conferencing Calling Services - Corporate Conference Call Solutions and Providers Available for Your Audio and Video Conferencing Needs.
Check Us Out Now for
Teleconferencing and Web Conferencing Services at Affordable Calling Rates
Unlimited Access To Over 12 Million Songs!
We are the largest file trading network on the planet. Get access to the largest collection of music from all over the world.
Download Unlimited Music, Videos, MP3s and Games - 100% virus, adware and spyware free!
Cell Phone Recycling Profits
Minnesota Couple Makes $64,032 Profit Their FIRST Month Recycling Used Cell Phones and PDAs.
Over 100 Million Cell Phones Will Be Replaced This Year - Learn How To Profit From This Golden Opportunity!
Get Free Ringtones For Your Nextel Phone
Get Instant Access To Free Ringtones, Free Wallpapers, Free GPS, Free Games, Free Apps, And Tons Of Nextel Modifications
Reverse Phone Lookup
Get INSTANT ACCESS to owner information, address history, carrier, connection status, and location details for any phone number.
Database coverage includes cell, residential, business, pager, toll-free, and unlisted numbers. Your search is 100% legal and strictly confidential.
Top Telesales Techniques that Work!
Discover How To Make A Fortune Selling Products And Services By Phone.
Tom Hopkins and Anthony Robbins Top Salesperson can help you increase your phone sales by 30-100% immediately!
Related Articles:
Openmoko Unlocks Neo Mobile Phone Industrial Design: Unrestricted Download of CAD Files for Neo Branded Phones
Available at Openmoko.com Let
Openmoko, creator of the first completely open mobile computing platform, expanded the meaning of Open Source by posting the industrial design source files for its Neo branded mobile phones. Industrial design artists now have the same freedom as software engineers.
modu Announces Widespread Industry Support for the World's First Modular Mobile Phone: Partners ensure modu's innovative concept will deliver o
modu today announces widespread support for its innovative and disruptive modular mobile phone concept from leading players across the consumer electronics, content, mobile and technology spectrums.
Hostway Announces First Winner In Apple iPhone 3G Triple Giveaway
IT Consultant Cody Jones will get to experience Microsoft Exchange while using his new 16 GB Apple iPhone.
Mobile Phone Deals
Network service providers such as Orange, Three mobile, T mobile, Virgin and Vodafone offer a multitude of mobile phone deals. These deals can be either contract mobile phone deals or they could also be in the form of pay-as-you-go options in the use of mobile phones.
Choosing Your Cellular Phone
Have you ever experienced the painstaking task of waiting for a call? Have you tried waiting all day at your house without being able to go out to do other important things because you are waiting for a very important call like maybe a call from the company you applied a job for? With a cellular phone, people can reach you anytime, any place (within the network coverage), and any day. The convenience this device offers has prodded many people to purchase one for its being handy. If you are planning to buy a cellular phone there are several things that you have to consider to get the most value out of your money. First and foremost, you have to more or less determine your usage time. The average numbers of minutes that you will probab...
Is Internet Phone Service (VoIP) Worth the Switch?
You've seen the advertisements. You probably know at least one person who has tried it, but is Voice Over Internet Protocol (VoIP), a.k.a. Internet phone or digital phone, for you? Let's face it. Your traditional phone service works pretty well, so why switch? The answer is savings. Let's start with the basic monthly plan. The average monthly residential Internet phone plan is approximately $25/month. Business plans are roughly double the residential rate. Usually included within this price are loads of free features like voice mail, call waiting, three way calling, caller id, and call forwarding. Traditional phone service ranges from approximately $15/month to $60/month depending upon add-ons, long distance, taxes, and surchar...
Cell Phone Rates: Which Are The Best?
Cell phone rates are as varied as the companies that provide service To compare rates, you first need to decide what features you want in your plan ranging from how many minutes you want per month to free text messaging
Use Your Cell Phone Safely When Driving
Modern life means that a cell phone is a basic requirement. The user can be contacted at any time, can get assistance in an emergency and can stay in touch with anyone when anywhere on the globe. Travel plays an important role in mobile phone use, particularly in the world of business. Excellent deals can be cut whilst on the move and there need never be anther office crisis. It is generally agreed that the mobile phone has a positive impact on modern life. However, cell phone usage can also have its down side.
How To Get Face To Face Over The Phone
One disadvantage of selling by telephone is the lack of face
to face contact.When you are sitting with a prospect it is much easier to
read there body language.
Mobile Phone Ringtones Sales On An Upsurge
Mobile phone ringtones market is on boom, with people in favor of special ringtones to be set in their handsets According to ARC Group consultants, ringtones fetched sales of USD 3
Global Wine Stocks Now Allows Cell Phone Users to Find, Compare Wine Prices
GlobalWineStocks.com is one of the largest search engines for wine prices and the largest source of wine market values for wine collectors. Now this information is available on mobile phones.
Apple Iphone - What Is It?
The Apple Iphone offers so much that it's difficult whether to call it a cell phone, music/TV/movie player, camera, texting device or internet device-for it's all of those! Here is an overview of the unique services Apple Iphone offers:Cell Phone/Mobile Phone: In addition to providing standard cell phones features, the iphone's function as a cell or mobile phone is activated by the user simply pointing at a name or phone number listed under favorites, address book, or call logs. It is Bluetooth compatible, and the battery will allow up to 5 hours of talk time. Music Device: Besides supplying quality sound, the Apple Iphone's Ipod features are utilized by a flick of the user's finger while skimming through a playlist. (Plus, if Cover Fl...
Search for Reverse Cell Phone Numbers Made Easier
There definitely comes a time to search for reverse cell phone numbers. This is especially true when it comes to mobile phone usage. The disclosure of your mobile phone number is completely up to your discretion. But you can never discount the possibility of prank callers getting hold of your mobile phone number. And once this happens, there is no telling just what these prank callers can do. They can call you during the most inconvenient time of the day, and you do not have any choice but to turn your mobile off, or perhaps, file for a change of number. This presents much of a hassle on your part, when you are the victim in this scenario.
Learn How Easy You Can Spot the Phone Scams of a Con Man
How does Teflon stick to the pan? This is the sort of question you could be asking yourself after being "taken" by a scam artist telemarketer. Legal phone scams can be devastating enough. No need to go further and fall into an outrightly illegal trap.
Can You Really Do a Free Cell Phone Numbers Trace?
Question number one for the books: Can you really trace cell phone numbers free
Answer: In a perfect world, yes
