If you are not taking care of your customer, your competitor will. -Bob Hooey
The most powerful tool a sales person has at their disposal is the telephone. Unfortunately many sales people treat their phone as an unwanted obligation, they often do not realise the level of refinement and skill necessary to use it to its full potential and to actually enjoy using it.
Focussing on tone, language and the subtleties of influence over the phone is difficult, however if approached in the right way rapport can develop profoundly, trust can be built and you can contribute to the sales process greatly.
Every sales person should be looking to become a Trusted Advisor to their customer; to do this constant communication about their solution and closing the loop is essential. The most effective and elegant way to do this, if done well, is still the telephone.
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