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Telephone sales is NOT a numbers game! There is no use making a sales call if it is just to get your numbers up! This is the first part of a three-part series on maximising every telephone sales call for ultimate success. Here we go with the first 7 telephone tips.

1.  ALWAYS have a primary objective for every call. This has to be an action item - "What do I want them to DO as a result of this call, and what do I want to achieve?" By stating this for every call you are more likely to focus your efforts on the outcome.

2. Write your objective or goal down. Having the goal in front of you, will help you clarify your phone call.

3.  Prepare questions for your call to help you reach your objective. Time is important so don’t waste time asking questions you should know the answer to. There is no room to fill time and decision makers get bored and angry with positional questions.

4.  Treat the “gate-keeper” as you would the customer. Do not dismiss them or they will dismiss you. The “gate-keeper” determines your next step; whether or not you will even have a chance to speak with the decision-maker. Like an athlete who wants to “save” themself for the final but fails to qualify, too often sales people want to “save” their best material for the decision maker and never get to speak with them! Be prepared to sell to the “gate-keeper”.

5.  Be-friend the “Gate-keeper”. Ask them to help you! Quite often these people do not get shown any respect by callers, by being different, polite and respectful they will be more likely to be your friend than your foe. Remember, you can catch more flies with honey than you can with vinegar!

6.  Be an information gatherer. Assemble as much information as you can from the “gate-keeper” prior to speaking with your target. Again, do not be afraid to ask for information. The “gate-keeper” will think they are helping their boss save time.  Say to them, "Can you please help me, I know Mr. Happy is busy and, so I'm better prepared when I speak with them can you just tell me xxxxxxx”

7. It does not matter whether the questions are open or closed questions, it depends more on the meaning of the question. In a few month’s time I will be looking in depth at open and closed questions – prepare to be shocked!

Next month, we will look at leaving a message or not leaving a message, your opening remarks and questioning techniques. In the meantime, remember selling is only a numbers game when you are selling calculators!

To pose a question to the Sales Doctor that will be answered in the next issue write to travis@jigsawSMT.com