Selling to Anyone Over the Phone

I-N-V-O-L-V-E Your Customer

Today’s customers have about a thirteen-second attention span. What to do? Keep the customer involved. It is especially important in phone selling to get the customer involved right from the start.

Here are the steps you need to take for maintaining that the customer is indeed listening, paying attention, and thinking of buying from you. The acronym INVOLVE will help you remember what to do.

I = Interest your customer. Do you have a colorful story, a satisfied customer you can bring in for a conference call testimonial, product comparison that you can fax during the conversation, or a Web site you can refer the customer to while you are talking? These enhancements to the call get your customer’s attention. Try something ...