There are libraries full of information on how to make outgoing calls and spark interest and camaraderie immediately with gate keepers and prospects, but what do you do when they actually call you?
Most sales people jump all over the caller with enthusiasm and the traditional closing techniques – giving the prospect all the power and positioning the sales person as the inferior “I’ll do whatever it takes to win your business” guy. Don’t be that guy.
If someone calls you, they have a need and are interested in your service enough to reach out and call you. Stay cool. Position yourself as the expert and ask them questions to determine if they’re a good fit for your solutions. Whatever you do, don’t sell – simply qualify them and schedule an appointment. Here’s how it’s done…
Since you just answered the phone, buy some time by asking them to tell you about their scenario. You should have those basic questions nailed by now. When you’ve got enough information, let them know that you’ve been able to help many companies like theirs solve these problems, and you’d like to schedule a time to deliver a full presentation and determine if they’re a fit for your solution. Don’t be too willing to jump in right now – don’t be too available. Leave some intrigue with the prospect and give yourself some time to determine if you want to do business with them and to build your presentation properly.
