Pick Up The Phone and Sell

CHAPTER 14HOW PROACTIVE CALLS CAN FIT INTO YOUR SALES PROCESS

Now that we've discussed the importance of your mindset and thinking, addressed how debilitating fear of rejection and failure can be, and looked at the sales superpower of perseverance, we shift now to action.

Starting with this chapter, the rest of this book is about the behaviors that will grow your sales quickly and dramatically.

This chapter covers the great benefits that proactive calling can create in your sales process. Shortly, we will look at who you can call, and how calling customers and prospects can jam your pipeline full of opportunities and move them along toward a close – and beyond.

There aren't scripts for what to say in this chapter – those are coming up in Parts 4 and 5.

Rather, this chapter looks at where you can utilize the proactive call in your sales process and the immense benefits you will create when you do so.

Before we begin, I want to point out that for all of the incredibly valuable outcomes below, the proactive phone call is superior to any other kind of communication.

In many cases, it isn't even clear what the second-best option is. You're not going to have face-to-face meetings very often to build relationships with prospects or follow up on quotes or proposals. You may have some, but as we discussed previously, how many meetings can you really have in a day? About as many as you can call in a few minutes throughout the day.

Is email the second-best option? Perhaps for some things ...