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.

---

A Look at Mannequin Heads

A mannequin head is a life-size head that includes all... Read More

Recommending Products Vs. Selling Them

Some of the best sales people I have ever met,... Read More

Why Arent They Buying?

You've polished your sales page over and over againuntil it's... Read More

Book Yourself Solid

THE 7 KEYS TO GETTING MORE CLIENTS THAN YOU CAN... Read More

How to Buy Wholesale Store Fixtures for Your Business

It may sound funny, but honestly, if you're opening up... Read More

To Sell Successfully, You Have to Be Willing to Be Different

We are complex. We confidently assert that we are independent... Read More

Where to Find Mannequins for Sale

Any time a clothing store opens or expands, they must... Read More

An Introduction to Store Fixtures

Everybody is familiar with the old retail chant, "Location, location,... Read More

Selling Commodities

"How do you create a perceived value to differentiate yourself... Read More

Pinging for Success: Creating Search Patterns

One of my first internship jobs as a college student... Read More

Creating Your Perfect Pitch!

Why should you describe your business to others in 5... Read More

Build & Protect Your Confidence

I can remember the first time that I had to... Read More

Dr. Seuss?s 3-Step Selling Process

Hello Everyone: Here's a unique look at learning how tosell:... Read More

The Relationship Between Colour & Sales

Make no mistake that emotions are the driving force behind... Read More

The Never Ending Sale

Once you have added a new customer to your book... Read More

Understanding The Corporate Buyer

Selling your services to corporations is an attractive proposition. The... Read More

Ten FAST Ways to Sell Your Products

Always give a reason for the sale for credibility. 1.... Read More

How To Dramatically Improve Sales Closing Ratios

A closing question asks for a final decision. A trial-closing... Read More

Cold Calling Reluctance

Most salespeople I know consider cold calling a dreadful, but... Read More

What is Lead Generation?

Lead Generation is vital to all businesses. All companies try... Read More

An Introduction to Mannequins

Just about every clothing store uses mannequins. There are many... Read More

Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!

We all learned in Sales 101 we must follow up... Read More

Too Much Empathy Will Cost You Money

Ever have a prospect start out your sales call by... Read More

Schedule Telemarketing Time For More Success

Telephone canvassing, or cold calling, is the practice of sitting... Read More

Selling the Difficult: How to Sell What People Dont Understand How to Buy

I'll play a seller, using conventional selling methods, selling something... Read More

Chicken Little And The Disintermediation Myth

If Chicken Little were alive today he wouldn't be running... Read More

Two Mistakes That Will Cost You Money

You've met a new prospect, accurately assessed their needs and... Read More

The Hands On Approach

While living in the technology age where everything is computerized,... Read More

Mindset Over Materials: The Secret Weapon of Sustainable Sales Success

Long-term sales success has less to do with skills or... Read More

Instead of Discounting, Back Some Value Out of Your Proposal

Last minute discounting has become so prevalent that many companies... Read More

Mortgage vs. Real Estate Lead Generation

It is fairly common for real estate companies and mortgage... Read More

Referrals: Getting Good Business By Doing Good Business

Whether you're a conventional sales person, a professional ? such... Read More

What Successful Sellers Know - Others Dont ... The Subtle Art of Closing

Ask any salesperson, "At what point in the selling process... Read More