Make that Sales call

The telephone is a fantastic invention, be it traditional land line or a modern mobile, the phone allows us to communicate immediately with anyone at anytime when we want to. Brilliant, or is it!

From a sales perspective the phone should make life much simpler and more efficient, but for many it does not. Making that call be it prospecting, moving a sales forward or trying for a close, the thought of making that call always generates fear of rejection. Even for the most experienced sales person every call causes fear however small. With this fear comes the excuses.

” I need to be in a meeting”

” I’ll just finish these quotes”

” I have to go to the bathroom”

etc., etc.

We have all done it. How many prospects or sales have you missed through this fear. I know I have lost many over the years. How much money is that worth to you £1,000’s, £10,000’s or more.

I learnt a technique a few years ago that has helped me get over this fear. It is extremely simple, but highly effective. I call it the life or death call. It goes like this:

Before the call take 30 seconds and ask your self a series of questions starting with

“After this call will I be dead?”

“After this call will I be in financial ruin?”

“After this call will my spouse/partner leave me?”

And so on.

Pick questions that you feel would have ridiculous outcomes. Hopefully I will never answer yes to any of the above. Once you have diminished the importance of the call you can build the positive impact.

“Will I get a meeting?”

“Will we get shortlisted for our proposal?”

“Will they want to place an order?”

Wow! I could even make some money out of this call. Not only will you have eliminated the fear of calling but you will also have created a positive frame of mind in which to make the call.

Go on it only works.

Close Menu

Welcome to The Sales Closer

Join The Sales Closer to get the latest updates to help you close more business.

Privacy Policy