The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible pdfdrive com

Improve Your Telephone Prospecting
There are two things you can do to improve the quality of your telephone
prospecting. The first is to stand up when you speak to the prospect. When you
stand up, you align all the energy centers of your body. The strength and tone of
your voice will sound stronger and more confident. You will have more energy.
You will sound more believable and authoritative.
The second thing you can do is smile into the phone when you speak.
Surprisingly, a smile can be “felt” on the other end of the line. (People also
know when you are not smiling, or even worse, when you are frowning.)
Many salespeople with whom I work actually set up mirrors on their desks
and smile into them when they are talking on the phone to their prospects. When
you combine standing up with smiling, you project greater energy and sincerity.
It is often just the extra push that you need to get the appointment over the
phone.

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Keep the Initiative
Never expect people to call you back, no matter how honest or intelligent they
sound. You as the salesperson must always maintain the initiative until you get
the first face-to-face appointment. Don’t let people put you off for any reason
and then expect them to get back to you at a later time. Because they are so busy,
they will never get around to it, even if they are interested in what you sell.
Never expect people to call you back, no matter how honest or intelligent they sound.
Remember, rejection is not personal. Initial sales resistance is not personal
either. When the prospect says that he is not interested or that he is already
satisfied with his existing situation, it doesn’t mean anything. It is a normal and
natural response to your call. Don’t take it personally.

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