Do you spend hours on the phone every day and feel like you
haven't accomplished anything? Are people using your valuable
time without giving you something in return?
A very effective phone sales technique I've used with great
success is maximizing every call for future business. What do I
mean? Every time you pick up the phone, either an incoming or
out going call, think about asking for more business.
Think of the number of people you speak to during the day who
you could ask for business. When I was in the mortgage business
I spoke to real estate agents, attorneys, title companies,
creditors, banks, insurance agents, clients, tax assessors,
appraisers, etc. on a daily basis. Many of these people I spoke
to more than once and many I developed long term relationships
with. Some of them became referral sources for me.
However, If I didn't learn to ask, I wouldn't have received as
much business from them. Many of the people you speak to on the
phone every day have friends or relatives who may need your
product or service. You may never find out unless you use this
phone sales technique and ask who they know that might be
interested in your product or service.
I'm talking about everyone you talk to every day, even if you
only speak to them once. I know your thinking, I can't ask
someone for business who I just met. Why not? To quote Zig
Ziglar, "Timid sales people have skinny kids". What's the worst
that can happen; they don't know any one.
Don't wait for someone to give you a name, ask for it first. You
may be planting a seed that will grow into future business.
This phone sales technique has worked for me time after time. I
finish a phone conversation and say oh, by the way, who do you
know? I get names, phone numbers and sell business from routine
contacts. And besides, if they got something from you, why
shouldn't you get something in return?
If you take the time to answer the phone or make the call out,
why not maximize your time and take a few extra seconds to ask
for business. If you're courteous and professional with people,
you'll be surprised at how much extra business will come your
way using this simple sales prospecting technique.
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