Pick Up the Phone and Beat the Heat!

Have you been feeling the heat lately? I don't know about your neck of the woods, but San Diego has been unusually hot lately. We're spoiled by moderate temperatures year-round, so any extreme change in temperature makes me feel absolutely miserable.

With the heat on everyone's minds, I felt this article from sales trainer Renee Walkup, where she asks "Can you be more efficient by using the phone?" was very timely. Use these tips to close more business over the phone, and avoid venturing into the sweltering heat wearing pantyhose or a jacket and tie.

Here are Walkup's 5 tips for being more effective over the phone:

1. Convince yourself that customers LIKE the phone. They don't always want to see you. Some of the best sales calls and negotiations are conducted using the telephone as the communications vehicle.

2. Have your notes in front of you to guide the call. If you are checking your email and attempting to organize and deliver a compelling presentation over the phone, you are about to be disappointed. Write out what you need to accomplish in advance and prepare before picking up the receiver.

3. Be quiet and listen. What wisdom or irritation is your customer going through? Are you focused on what he/she is saying that is between the lines?

4. Take notes during your call. You not only will have a record of what transpired, you may also discover what tactics you'll need to use in your next interaction with the customer.

5. Don't forget to ask for the sale! Your call should always end with a close that takes you to the next steps in your sales relationship.

So, shed your jacket, tie, pantyhose, and whatever else is making you sweat, plop down on your comfortable office chair, sit back, and pick up the phone. With these tips from Walkup, you may just close a deal!

Renee Walkup is president of SalesPEAK, a national sales performance company, as well as a well-recognized keynote speaker, sales coach, and author, with a 25-year background in sales, sales team management and training. Learn more at www.salespeak.com