Telephone intelligence can be tricky! But with these three three tips, your phone search results will go through the roof!
These phone search skills are great for those who need to talk to customers or potential customers by phone:
1) Make a friend - Your first goal when calling a person, whether it is searching by phone / sales or talking to a current customer, should be to make a friend. You can do this with an approach like OPEN OFFER. OPEN stands for opportunity, passion, enthusiasm and need. OFFER stands for profession, family, from, education and leisure. Ask about their classes, family, where they are from, where they got their education from and what they do for recreation. Once you ask a question, find a quick way to link it. Pavel gave an example of a person’s code and asked where he came from, for example, “Jim, I see that you are in the 661 register code, where is it?” Once the person answers, find a way to link it. "Oh, I'm in Santa Clarita, in the suburbs north of Los Angeles." I could say something like: “No kidding, my wife loves Disneyland, do you have children?” This shows that you are a real person and build mutual understanding.
2) Find a need - while talking to the phone and making contact with the person to whom you can direct the conversation to find their needs. If you are following people from the person who left them on your site, you can simply ask what made them do it or why they were looking for this information. If you have a cold, your phone skills will have to come into play some more. Again, keep using the OPEN OFFER. So, while you ask questions and build mutual understanding, find what they are passionate about and ask them questions. Then you can ask a question about how you can help them in their passion.
3) Offer a solution - while talking on the phone, and you have found the need, the next step is to suggest your solution. NOTE. This can NOT be your product. Although it is preferable that this is, of course, just a referral that you can give to someone else in your network. It's normal, you made a friend, and you can contact him again with your product, service, or opportunity. You also gave another person a referral, and you will be rewarded for providing the first and second.
I hope these three skills will help in finding your phone!
