Listen to Prospects in Your Phone Pitch

In our last few posts we focused on getting our feet in the door with a provocative sales pitch. Then we talked about increasing our sales pitch conversion rate.

After you get and refine your sales pitch to get the proper response you should listen to your prospects feed back before you try to close them. Some sales trainers call this "the Interview" others like Tom Hopkins call it "stimulate - pause - response" or SPR.

Basically after you give a provocative sales pitch to peak your prospects interest you begin to ask your prospect questions about their business or personal goals which gets them to reflect on it. You don't want to ask them questions they can answer with a yes or a no.

In other words you don't want to do all the talking in your sales presentation. You want to find out about your prospect to see if you can help them. Usually if you are doing all the talking in your sales presentation this is an indication of the kiss of death.

You can look at this another way. How can you sell a prospect something unless you know if they need what you are offering. In our next post we will discover what kind of Interview or questions you should ask them.