Listen to Your Prospects in Your Phone Pitch -- Post 2

In our last post we mentioned how important it is to ask questions and listen to prospects in your sales presentation. It isn't a good idea to do all the talking in a sales call.

Some people mistakenly think sales and telesales is compelling your prospects to buy from you with spellbinding oratory. The purpose of a salesperson should be understood as "helping people to buy."

You ask people questions in your sales presentation to understand their wants, needs, and most importantly their desires. But remember ask them provocative questions about their goals and desires in such a way that they cannot answer with just a yes or no.

Remember you want to engage them in meaningful discussions about their wants, needs, and desires.

Imagine if you were selling advertising to some businesses. These might be the questions you would consider.

For instance don't ask them "do you presently do any advertising?" Because the answer will be yes or no.

Instead ask a question like "how effective is your present advertising and promotion?" Or ask what is your most effective form of advertising and promotion now?"

In our next post we will go more into what questions to ask in more detail.