With the new approach to sales calling, voice-mail is an opportunity for discovery. It leads us beyond voice-mail. Voice mail becomes a starting point for you begin the process of locating the person you’re trying to contact. Our objective is not to pursue people to make a sale in this new way of sales calling. It is to uncover the truth of their situation and to be okay with the outcome, whether it’s a “yes” or a “no.”
So we can begin to feel more comfortable hitting “0” when we get someone’s voice-mail. Because we then have an opportunity to go back to the receptionist and begin a dialogue based on asking for help. Once you master the new sales calling perspective, you’ll feel comfortable calling anyone, any time, using any mode.
As long as you’re 100 percent focused on your potential client’s world, you’ll find that people will be receptive to you. You can easily navigate throughout an organization with the type of dialogue described above, because you’re asking for help in a relaxed manner and you never put anyone on the spot.
Until next time,
Keep Selling and Using Sales Training to Create Trust…
Ari Galper, Founder of Unlock The Game, makes sales training painless and simple. Learn his sales training secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com.au