A lesson every sales person who relies on the phone to sell their product or service should learn is this: You must get your prospect's attention within the first three to four seconds of your phone call or you probably won't have a chance to gain a new customer.
I get two to three vendor calls per day (in between making my own sales and business calls and e-mails) and it strikes me how poor their approach is...no engaging questions, no knowledge of who we are and what we do.
If you sell via the phone, you must...MUST...engage your prospect immediately. No lame intros, no scripted text. I've learned to say "no thank you, I'm not interested" as the receiver is being placed on the base. No guilt on my part, no remorse.
Get creative.
Engage your customer.
Be different!
BE ORIGINAL!
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