Have you ever spoken to a sales representative who sounded as if he or she would rather be doing anything in the world than talking to you? If so, I’m willing to bet that person did not get your business. Whether you are cold calling or following up on aged leads, your clients like to feel special. They want you to take time with them, answer their questions, and convince them that you and your company are the best people for the job.
That is why showing a commitment when sales prospecting can turn a “no” into a “yes.” Dictionary.com defines commitment as a promise, pledge, or obligation. It also refers to involvement and engagement in a process. There are several ways you can convey commitment while you are sales prospecting. Here are a few ideas:
Speak in a Warm, Friendly Voice
Smile as you speak into the phone, keep your tone even, and don’t rush to squeeze in all the information you can before the prospect ends the call. Taking deep breaths can keep the pitch of your voice low can make you sound relaxed, which will help calm your prospect as well.
Tell the Prospect Why You Are Calling
For instance, you might say something like, “I represent a new office products supply chain in town. We work with mid-sized businesses like yours to help you get significant discounts and same-day delivery.” If you are targeting this particular prospect for a reason, let him or her know that, too. “I was at the Chamber of Commerce meeting when you said you had a hard time finding cleaning services for your office. I represent ZYX Cleaning Company, and I’m sure we can help you with this issue.”
Give the Prospect a Chance to Talk
Listen carefully to what the prospect says. It’s a good idea to take notes. If the prospect raises an objection, don’t argue. Just say something neutral like, “I hear what you are saying. Tell me more” or “Yes? Go on.” Sometimes the prospect will talk him or herself into buying what you are selling without you ever having to say another word.
Ask for Appointments
Thank the prospect for taking the time to talk to you on the phone and add something like, “I’d really like to meet with you in person to show you some of the first-rate supplies we offer. Would you have time to meet for fifteen minutes or so later this week?” It’s unusual to make a sale on a first phone call, but many prospects who are even halfway interested in your product will agree to short appointments.
Don’t Forget Follow Ups
If you give up on a prospect after a couple of contacts, you could risk losing a profitable sale. Instead, schedule regular follow ups to allow the prospect to get to know you better.
If you treat each contact with enthusiasm and commitment, you’ll soon see an improvement in your sales statistics.