|
Honesty Is The Best (Phone) Policy |
|
|
Written by Don Cooper
|
|
Wednesday, 24 May 2006 |
Honesty Is The Best (Phone) PolicyBy Don Cooper
Last week, a woman called, stated that she was taking a survey, and started to ask me questions. (Without asking for my permission, by the way.) After the third question, it was obvious where this “survey” was going, so I cut to the chase.
“Is this a sales call?” I asked.
“No sir. I’m just taking a survey.”
“What’s the point of this survey?”
“Well, it’s to see if you’re eligible for a service we have that lets you…”
“So this IS a sales call.
“Well not exactly.”
I hung up on her. Which is what I always do to salespeople who call me and refuse to be honest about their motives.
BECAUSE, IF YOU’RE NOT HONEST ENOUGH TO ADMIT YOU’RE MAKING A SALES CALL, HOW CAN I TRUST YOU WITH MY BUSINESS??!!
Top sales professionals, by contrast, understand that honesty is a powerful sales tactic, because it disarms our prospects. Being honest with the prospect is the first step to building trust.
Try this script when you’re making sales calls by phone:
“Hello, Ms. Smith? This is Mike Jones of Rogers & Co. This is a sales call. I need 90 seconds. Is this a convenient time?”
This script showcases your honesty, tells the prospect what their time commitment will be, and asks their permission. These three elements together dramatically improve your compliance. (I know this because salespeople I’ve taught this technique to, tell me so.)
If, when you ask if it’s a convenient time, the prospect says no, ask what would be a better time. Call back at their stated time, and whether you reach the person or their voice-mail, say, “You asked me to call you back at this time and I promised you I would.”
Honesty. Integrity. Professionalism. The hallmarks of a great salesperson. You.
Don Cooper is an internationally-recognized sales expert who helps companies of all shapes and sizes dramatically increase their sales. He conducts seminars, runs annual sales meetings and trains sales and customer service teams. He is a contributing author of Confessions of Shameless Self Promoters with Debbie Allen and Jay Conrad Levinson. He is also the author of the forthcoming book, The Myth of Price: Why You Should Charge More and How to Do It.
For information about booking Don to speak to your group, please call 303-832-4248 or e-mail
This e-mail address is being protected from spam bots, you need JavaScript enabled to view it
You can also find free articles, tips and other information at www.DonCooper.com.
* 2007 Don Cooper. All rights reserved. This article may be reprinted, intact, as long as the full byline is included. To request a photo to print with the byline, please call 303-832-4248 or e-mail
This e-mail address is being protected from spam bots, you need JavaScript enabled to view it
|
Networking Tips 