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How To Use The Telephone To Find The Right Person And Make The Sale

Date Posted: 2005-11-10

The telephone is probably the most personal and powerful selling
tool ever invented. You can reach almost anyone anywhere in the
world in a matter of seconds. You can be helpful, personable,
and immediately respond to questions, concerns, and needs.

It is no wonder that telephone selling is at the heart of
business. In many industries and with a big percentage of
customers, you can't close the deal without a phone call.

But what happens when you can't get past the secretary to talk
with the woman who writes the checks? Or even after the second
and third try you are still getting their voice mail?

Here are some easy ways to get through to the right person and
make the sale:

1. If you are not sure who has the authority to place an order,
make several calls. Call the management suite. Call purchasing.
Have yourself transferred to someone in accounting. Start your
question with "Who handles..." Listen closely. You will quickly
get a feel for how the organization operates and who is in charge
of the area you are interested in.

The last thing you want to do is waste time having multiple phone
conversations with someone who can't approve the purchase.
Taking time to find out who writes the checks and how to get
through to them can increase your success fast.

2. Write down a short list of points you want to cover in your
conversation. You don't need to memorize it. Just keep it in
front of you.


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