Phone Leads: A Gold Mine of Sales

2007-05-02 10:04:19

( Business )



THE CLASSIC SALES CALL

Using phone leads is the classic way of garnering more clients and generating more sales for most types of businesses. Phone leads are generally a list of names which have the potential to become a customer for some reason or another.

Phone leads are not just random names that someone has compiled for you to call and make a sales presentation. Telephone leads are highly targeted; the names of individuals and companies listed are there for a reason. These phone leads have been compiled because of the following: they have a need for your product; are currently using the same product or service, but from another company, they are interested in availing of your business and have expressed so by initiating the contact.

THE UNTAPPED MINE

If you are a sales or account executive, you need to look at your phone leads as a wellspring of revenues. As such, you must approach your leads with a plan, and never make a call unless you have done some background research. It pays to know who your lead is and what the overall situation is. Armed with these facts, you can then generate a sales presentation that is tailor made to that particular client’s needs and circumstances.

When making a telephone sales training, make sure to emphasize the power of information. Never make random calls that are spur of the moment. When you make a call, the client can detect if you took the time to research. This will make your phone leads fell valued, and may be the deciding factor that will encourage them to make business with your company.

So never ever take your phone leads as a random list, and that your sales are a matter of chance. While it may be true that luck has something to do about it, luck comes to those who prepare for its arrival.


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