Relationship Building Through the Telephone

The telephone, more than any other device, has made life easier for salespeople. This is still your least used item in your arsenal. In fact, if you're like most professionals, you spend more than two hours a day on the phone. The real issue is: how well do you use the phone to complete sales and deepen relationships with existing customers and prospects in order to create more revenue and cross-selling opportunities?

A truth of life is that some individuals are born with a natural ability to communicate effectively over the phone. Others will have to put forth some effort. To be effective while speaking on the phone, you'll need to have the following abilities and characteristics: Even if you're poor in just one or two of these areas, your performance will suffer, and you won't be as enthusiastic about using your phone.

A voice that is easy to understand. Slower, lower-pitched speaking has also been proven to be more effective than quick, high-pitched speaking.

confidence in one's own abilities. Confidence in what you say and do is essential. Prospects and contacts can detect "unbelief" and "lack of conviction" much as dogs can detect fear.

A witty grin Smiling as you call may seem absurd, yet it has been shown to be effective. People can tell whether you're happy just by looking at them, and happiness spreads like wildfire!

Patience. At the proper moment, you might have the incorrect notion. It's possible that you're the correct person, but the transaction is wrong. A hundred other factors might prevent them from being ready for you right now, or from recognizing what you're seeing as swiftly as possible. It's hardly a one-night stand when it comes to business partnerships.

Resilience. Ignored and bored to death are just some of the ways you'll be treated when you try to acquire a job in this industry. It's something that everyone does. Long-term success often goes to those who can bounce back from setbacks.

organization. Get your workstation, database, diary, and time management all in order before you begin. It's impossible to create and sustain connections without making an effort to organize your schedule.

observing the behavior of other individuals. On the phone, you may think it's difficult to accomplish this. Then again, being honest with yourself can detect whether a person is in a bad mood or if they're busy. Your phone conversations will be more effective if you learn to read people's emotions and replies!

How to close the deal Do you dare ask the tough questions, or do you avoid them at all costs? All of your connection building efforts are worthless if you can't connect with the people you care about.

Persistence Until you hear "no," can you keep going? The ability to bounce back is a sign of resilience. Persistence is the ability to persevere in the face of adversity. Almost half of individuals give up after the second phone call, according to a study. However, the fourth call has a success rate of 68%.

Using the phone to establish connections requires an understanding of the nature of the beast. Using a phone has seven benefits and seven drawbacks.

Mobile phones have made it possible for us to stay in touch with almost everyone we care about at all times; we're never more than a phone call away from most of our friends and loved ones. That being the case, why are we so reluctant to make full use of our mobile devices? There are three areas of concern for sales professionals:

Having a Plan of Action (Knowledge)

Scripts are the only way to get around this one. Many people are concerned that the scripts they are reading are hollow and unreliable. Disprove that. Think about a movie you've always loved. Think about how you felt as a result. Happy? Sad? Entertained? Scared? Thrilled? Moved? This video has been rehearsed and performed a hundred times by the time it reaches your screen. It still sparked your interest and elicited strong emotions from you. Try to recall all the memorable songs that have made you feel something, whether it is tears of joy or the hope of a better day. I'm afraid it's all been staged once again. Words and phrases that are carefully chosen and well delivered may evoke the reaction you want.

As the words are flowing out of your lips, the worst moment to think of the greatest thing to say is when you are thinking about it (skill).

Practice is the only way to get around this one. Even the most simple tasks may be challenging at first. The first time you learnt to ride a bike, swim, or drive is a great example of this. When you do something a lot, you improve at it.

I'm Afraid to Do It (Behaviour)

The only way out of this one is to get fired up! Here are a few good reasons to pick up the phone and call:

You'll need a business license if you want to run a

The money is essential!

It's a great way to stay in contact with friends and family.

It's a great way to stay on top of your game.

If you don't, others will.

What would people think of you if you said you'd call and then didn't?

How much money may you potentially lose if you don't make the call?

Calling is the only way to find out.

Things may and will change, and they might need to hear from you about it.

Consider how much money you'll save in the long run by making these phone calls. Customers who stay with you for five years and spend £500 a year add up to £2500 in revenue. & # 8211; Yes, I think it's worth calling.

We need to view the phone as a way to connect with others if we want to improve our relationships. A delayed flight from Dublin once had two men standing in line. One person spent an hour reading the newspaper, while the other made twenty phone calls. Some calls went straight to voicemail, but you have no doubt that he was excellent at staying in contact with everyone. The takeaway here is to keep in touch with others.

I've never met someone who can develop a better connection by phone than I can in person, but there are a few additional tactics you can use to get people talking and deepen your relationships with crucial contacts. Use "verbal nods," as my buddy Art puts them. Facial expressions and body language, such as nodding the head, are common ways we show our interest in a discussion while speaking face-to-face.

Use questions like 'go on, tell me more' and 'expand on that' to get them talking. Get to the heart of the matter by asking smart questions like "How do you mean?" and "Why is that?"