Sales Speaker Says When A Phone Meeting Is Done The Sales Game Is Half-Won!
is done when we have set the phone appointment.
But how do we earn it?
We have to persuade someone to set aside time, and that is a sale in its own right. The only legitimate reason for a prospect to give us time is that we are promising to use it effectively. We’re going to INFORM them about something they need to hear.
This can also be done by email. Today, for instance, I was contacted by an Australian business that wants to build its web design company, by phone. They mentioned they’re using a dysfunctional script. I sent them a note with this offer: “Let’s have a look at what you’re using. I’ll review it and get back to you.”
That focused our discussion on pragmatics, what they’re doing well, and what they need to improve. Once they sent me the script, they were ego-involved in hearing my expert analysis.
In effect, though no money
