Listen to Your Prospects in Your Phone Pitch -- Post 3

Listening is an acquired skill we have to work hard on -- especially if you are a man. But this skill is absolutely necessary if we are to find out our prospects wants, needs, and most importantly desires.

The Interview part of the sales call is essential to developing an intimate knowledge to help the prospect meet their needs. If you listen to your prospects carefully you will know what and when to sell them.

If you Interview them correctly you will have a good understanding of their business and therefore sell them what they need, want and desire. If you don't listen then you will only be perceived as trying to sell them on your external goals of making money or a sales quota. Click... they will hang up on you.

Most importantly ask them questions that require some reflective thought on their part, and again can't be answered with a simple yes or no answer.

Given your market some questions might be...

What is your business' return on investment for your present advertising?

Does your present PR firm provide some form of clipping service?

How effective has your online marketing been so far?

How do you presently create your promotional materials?

Notice how the above questions can't really be answered with just a yes and no answer. In our next post on this subject we will go more into the sequence of an Interview or SPR listening pattern.