3 Ways to talk to sales leads over the phone:
The other night I had the opportunity to speak in front of a group of business owners, about a variety of things involving marketing, selling, and closing.
Which, in reality, are the three most important “touch points” of customer or client flow, in your business.
One of the issues that came up, is when you’re speaking to a buyer over the phone… some people have a sense of anxiety about what mood their buyers might be in, or whether or not they’ll be receptive to you at that point in time.
And after being in sales for over 25 years now, here’s what I’ve learned about this.
1. What mood someone is in, isn’t your responsibility…
Whatever mood your buyer or prospect is in, has nothing to do with you.
You didn’t cause it, you can’t control it, and you can’t fix it, either.
And if you generated leads properly and are following up — this means they contacted you first, so it’s not like they didn’t ask you to show up in their lives.
Which is why…
2. After I introduce myself, I always ask them something like, “Is this a good time to talk?” or “Did I catch you at a bad time?”…
Now a lot of people might not want to do this, because they’re worried about losing the buyer. They’re thinking, “Hey, I have them on the phone right now, so let me make my pitch while they’re listening, because I may not get this opportunity again.”
But this is flawed thinking, and here’s why: you see, you can’t make anyone do anything they don’t want to do.
Trying to get a buyer to do something they don’t want to, is no different than trying to get your kids to do something they don’t want to.
It just won’t happen.
Which is why you’re much better off getting someone ONLY when they’re ready and willing to give you their full attention.
Remember, if you generated your leads properly… these buyers contacted you for solutions to their problems. And when you’re offering someone a solution, you want to make sure you have their full attention, so they can take it all in.
That’s what’s best for you – and for them.
3. Lastly, always remember, your problems are not their problems…
What I mean by this is, your desire to make a sale, is YOUR problem. Not your buyers problem.
And making your problems, other people’s problems – whether you’re talking about in a business relationship, or in a marriage, or in any other situation – is an immature and irresponsible thing to do.
Which means you have to have a genuine “serve first” mentality, no matter what you’re doing.
Without this, everything else is going to backfire.
Just the same way it’s not your responsibility or problem if a buyer’s in a bad mood… when it comes down to it – it’s not their responsibility you need cash.
If you keep these things in mind, your sales calls will be a lot smoother and a lot more successful.
Have a great week.
Now go sell something, Craig Garber
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RIP, one of my lifetime music heroes
Highway 61 – Johnny Winter Revisited (Live, 1976)