Selling to Anyone Over the Phone

Prior Prep

You should do all your preparatory work the day or evening before your call day. If you wait to plan after you have begun your workday, you’ve already procrastinated! Planning saves time and maximizes your opportunities for a successful day of contacts and closes.

Call Planning

Start with a plan for contacting three times more customers than you think is humanly possible. For example, if your expectations are that you should make thirty contacts a day, plan on ninety calls. At least 75 percent of those calls are going to be voice-mail calls, which generally take no more than thirty seconds. Considering that, in one hour with good planning, you should easily get in thirty outbound call messages.

For some customer calls with which ...