Listen to Your Prospects in Your Phone Pitch by Kamau Austin -- Post 4

In this series of posts we have reflected on developing good interactive listening skills to work towards closing a sale. It is important to develop more of an intimate business relationship in phone sales to close an executive type sale.

What do I mean by an executive sale? If you are selling credit cards or phone service over the phone to consumers for $20 dollars a month you may not be able to develop a partner or friendly type of rapport over the phone.

I can't really speak with authority over consumer type sales for lower ticket items. But if you are selling classified advertising or some other type of business to business type service (B2B) you will have to be considered more of a partner or consultant helping your prospects businesses to get the sale.

Of course these types of sales may generate recurring income of a few hundred dollars to thousands of dollars a month, and are therefore worth the effort. For instance some good classified sales reps can generate $40,000 to $50,000 dollars a month in sales revenues over the phone.

These reps are usually people who have a wealth of business experience that they can impart to their prospects (potential or present advertisers) to actually help their businesses. Therefore these sales reps can generate over half a million dollars a year in ad sales without ever meeting their prospects.

They can generate this type of sales volume over the phone because they learn to listen first to their prospects and give them good intelligent advice over the best way to market their business. In our next post in this series we will look into this acquired skill of listening in sales and giving informed responses to build phone intimacy to close a sale. Be well until then.