Selling to Anyone Over the Phone

Involve Your Customer

Whenever your product or service lends itself to an interactive demonstration, help the customer take possession. The Internet and company networks have made it possible for you to be on the phone with a customer while explaining a slide presentation that the customer can access on your company’s Web site. Alternatively, you can walk the customer through the order process with your software, take him or her to an online comparison, or a streaming video online. Perhaps you have a perfect opportunity to set up a face-to-face call for the demo at the customer’s site.

This is one of those places in the conversation where the customer interest approach comes in. When you have uncovered an area of interest the customer has, immediately ...