Selling to Anyone Over the Phone

The Challenge

Let’s consider for a moment why effective phone selling is more than just dialing enough times that the percentages kick in. The following list shows what tools you have when you sell in person and eye to eye:

The visual nature of in-person selling allows us to use many means to create an impression: clothing, hair style, handshake, walk, and posture. Just our mere physical proximity to the customer makes the salesperson’s job of establishing rapport easier.

Now, look at what is left in your tool kit for phone selling:

As you can ...