3 Effective Ways An Entrepreneur Can Communicate over The Phone
How many of us get one of those phone calls where someone is trying to advertise a product or a service to us and it seems like it is being read from a script? A lot of people struggle to speak effectively over the phone. We were taught many things in school but certainly never touched this aspect.
The telephone is one of the most resourceful inventions being developed. That device we carry up and down is very powerful and one of the most effective tools that can be of great help to you in your business. In this post, I'll highlight and explain three powerful techniques that would help you close deals and boost sales simply with the help of a telephone.
1. Using the person's first name.
When discussing with a prospect, it is preferable to make use of the person's first name instead of the last name, except in some cases where the nature of the business requires you to make use of the last name. When you make use of their last name, it gives them the impression that you are a salesperson or a stranger.
You don't want to blow out this piece of information to them just yet when the conversation has even barely begun. You probably are not the first salesperson that has called them, so they may show lack of interest if on your first line they can already tell that you are a salesperson. You need to sound a little more informal, more like a friend.
A friend is most likely to call you by your first name and not the last. The same thing goes for your family. It sounds awkward for a family member of yours to call you by your surname. You are most likely to be called by either your first name or your middle name. Psychology shows that what we humans like to hear is our first name. It catches our attention faster. When discussing with your prospects, mention their first name multiple times. It establishes trust and rapport.
2. Listen more and speak less.
When speaking over the phone, neither you nor the listener can read each other's facial expressions or body language. In situations like this, what you leverage on is what you say and your tonality. At this point, this is where your listening skill really pays off. You need to pay attention. You also don't want to be speaking on the phone in a noisy environment.
One of the mistakes most entrepreneurs make when speaking over the phone is that they often worry about what they are going to say next; this could lead them to interrupting their prospects and not paying attention to what they are saying, to their signals and tonality—some of the important things that should be taken note of when speaking with a prospect.
3. Ask questions with intent.
Whoever asks questions controls the conversations. Ensure to ask simple questions intermediately. Try to ask questions that they can relate to. Questions that affect them generally, thereby giving them an avenue to air their view and express themselves. You need to know their exact problem in order to know the appropriate solution to proffer to them.
Implementing these three techniques, you are most certain of producing greater results and boosting sales on a large scale.