Selling on the phone, an old fashioned mode of communication, is actually more relevant today than it was even a few years ago. With sales people relying
on email and social media to get prospects, the phone has become a beautiful
opportunity to get in front of high quality prospects. They're getting fewer calls. And it's still just as frustrating as ever to get prospects on the phone, but there are actually
strategies for that as well. Seriously. Don't write this fantastic
old school tool off. All of your competitors are emailing, which means that your prospects
are more available by phone. So get on it. In this video I'm going to show you how to sell on the
phone in today's market. Check it out. Number one, have a script for
all of your prospecting calls. There is nothing more
frustrating to a prospect than to have a sales person
bumble through a sales call without a clear objective and just meander all over the place. Have a script that lays out exactly how you will open the call, what you're going to ask and
how you will close the call. No more winging it. When you have a good prospect
actually get on the phone, you would be a knucklehead
to just wing that call. Script the hell out of your calls. And even calls that are cold calls, you know referral calls,
script them all out. Number two, take risks. For some reason we sales
people live in fear of calls. Like somehow the prospect will be able to reach through the phone
and just stab us in the eyes. But they can't touch
us, they can't hurt us. And you know what? If you screw up a call so what? Big goddamn deal. It doesn't matter. The prospect won't even
remember next month anyways. Be willing to take risks with your calls. And if the prospect is being wishy washy, call that person to task. If they tell you to call back next month, ask if that's just a nice
way of getting rid of me. Number three, don't just use the phone. Now that may sound weird. The phone is a spectacular
tool for salespeople, but it works best in conjunction with all of the other tools. When you call a prospect
and you don't get through, leave a voicemail, send an email, send over a package, then call again. In fact, planning our your
entire prospecting campaign is going to make your calls
that much more effective. It's going to help you get to the point that your prospect is
going to know who you are by the time you actually
get them on the phone on that eighth call. This is how you get people on the phone and talking to them. Number four, call high. If you are going to make
hundreds or even thousands of calls per month, investing countless hours in the activity, when you do actually get
someone on the phone, do you want them to be the decision maker or just some lemming that's gonna have to ultimately pitch you to their boss? It's time to call high. Whoever you're calling now
is probably lower level than you really should be calling. If you're calling managers
start calling directors. If you've been calling directors start calling VPs or CEOs. The higher you call the more you maximize your return on those calls. Call high and get uncomfortable. Number five, call early,
call late and call often. Now that we've established
that you're going to call high, the question is how do
you actually get through to that person? And the solution is simple. And by the way, I want to
make a disclaimer here. 99% of viewers will ignore this tip, but the 1% who implement it
will make a lot of money. High level prospects work from
7 a.m. to 7 p.m. at least. In fact many work more
like 6 a.m. to 9 p.m. The data shows us that almost all CEOs work a few hours on Saturday. But when did gatekeepers work. 9 to 5. Maybe 8:30 to 5:30 if they're
the workaholic type admins. The bottom line is that when you call your high level prospects early and late and even on Saturdays, they are there. And best of all, their
gatekeepers are not. So there is how to sell on
the phone in today's market. I wanna hear from you. Which of these ideas did
you find most useful? Be sure to share below
in the comments section to get involved in the conversation. And if you enjoyed this video then I have this awesome free e-book on 25 Tips to Crush Your Sales Goal. Just click right here to
get instant access to it. Also if you got some value
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