How to Sell on the Phone in Today's Market

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.


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

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Until next week.