Selling to Anyone Over the Phone

Check In

In face-to-face sales calls, we have the ability to read the nonverbal cues, to see what benefits have hit home. Over the phone, it is impossible to know what the customer is really thinking, unless you use a method of regularly checking in for customer reaction. Since not all reactions are audible comments, you are challenged with monitoring where the customer is by asking questions during the presentation portion of your call; you are “checking in” to determine the customer’s acceptance level. Another advantage of this check-in technique is that as you are keeping your customer involved, he or she is far less likely to be drifting away from your conversation by multitasking during the call.

If door-to-door delivery (feature) is supposed ...