Step 4: Sales
Phone Calls Very few people are naturally good at making phone calls, especially as part of a sales pitch. Preparation and practice help, along with a willingness to assess your own“ performance” afterward, learning from any mistakes you make. You don’ t want to sound like you’ re reading from a script, or that you’ ve rehearsed the call, but you want your call to have a sense of structure.
Open with a professional greeting – good morning, or good afternoon – before introducing yourself and your company. Not all products and services can be sold with a phone call, and your objective is to schedule a meeting by selling what your product will do for your potential client. Try framing the purpose of your call as a question, once you have the opportunity to schedule a meeting, do so by giving the customer two options, rather than asking them when they would like to meet,
“ Mr. Johnson, I can pop by your office at 2:15 p. m. today to discuss this further. Or would 9:45 a. m. tomorrow better suit your schedule?”
Regardless of whether you are able to schedule a meeting or not, end the call by thanking them for their time. And if you do manage to schedule a meeting, send a meeting request via your calendar immediately after ending the call.
“ If we can show you a way to retain more customers and attract new ones, would that be something of interest?” thereby provoking interest. If the customer seems keen, steer the conversation towards scheduling a meeting. And
AppInstitute | How to Make a Six-Figure Income Selling Apps Page 13