Pick Up The Phone and Sell

CHAPTER 4THE PHONE IS THE SINGLE MOST EFFECTIVE AND UNDERUSED SELLING TOOL WE HAVE

In sales, the single most effective tool we have is the telephone.

It is also our most underutilized and avoided tool.

We are far more comfortable with much less effective communications like social media and email.

In this chapter, let's look at what makes the phone such a powerful tool for selling more.

And in the next chapter, we examine the reasons we avoid phone selling. Because once we understand that psychology, it becomes much easier to overcome.

REASONS THE PHONE IS THE SINGLE MOST EFFECTIVE SELLING TOOL

Phone Calls Feed the Machine

Proactive calls to customers and prospects feed your whole sales machine.

They build relationships.

They fill your calendar with appointments and meetings.

They create opportunities.

They build your pipeline.

They generate quotes and proposals.

They add on additional products and services for existing customers.

Phone calls get you the yeses very quickly. They also get you to the rejections in a hurry – which is a good thing, because we have to walk through a lot of them to get to the wins. (More on this Chapter 12.)

Proactive calls feed the machine.

Proactive calls feed your family.

You and Your Customers Have a Phone within Arm's Reach Almost Always

As you read this, your phone is probably within arm's reach. You probably don't even have to stand up to get it.

Because it's on your desk.

Or in your pocket.

Or in your purse.

Or maybe it's in your hand ...