Make the Phone Pay

Sales are contingent upon the attitude of the salesman - not the attitude of the prospect. - W. Clement Stone

There are four basic strategies on which your phone success depends -

• Have a reason for calling. Have something to discuss that motivates the person at the other end to want to listen.
• Be prepared to respond. Be mentally and physically "ready to strike."
• Follow a prepared script. Know what you are going to say and how you are going to say it. Your early words are critical to your success.
• Be brief and convey a certain sense of urgency. This you do by speaking a bit faster and louder than normal.

Here are 12 proven ways to develop your phone effectiveness. Review these often:

1. Maintain a positive attitude about using the phone.
2. Choose a private place to make your calls.
3. Organize your calls.
4. Seek some common ground with the person at the other end of the line.
5. Build and use a script.
6. Introduce yourself, your company and state the purpose of your call immediately.
7. Verify the name of the prospect to whom you are speaking.
8. Speak as if you were with the prospect and looking directly at him or her.
9. Be assertive.
10. Avoid an argument.
11. Dial until your allotted time is up.
12. Thank your prospect.