You Can Sell by Shiv Khera

Author:Shiv Khera
Language: eng
Format: epub
Publisher: Bloomsbury Publishing

1.Prepare your data one day in advance for your phone calls.

2.Fix a specific time every day to make your phone calls.

3.Fix the number of calls per hour.

4.Ensure you achieve your hourly target (don’t play games with yourself).

5.Prepare your script in advance.

6.Practice your telephone script till it is internalized.

7.Your voice should be pleasant without being over-friendly.

8.Your positive attitude is reflected in your tone.

9.Your conviction and belief in your products is reflected in your voice.

10.Be confident but polite.

11.Speak at a pace which is neither too fast nor too slow. Too fast shows nervousness, too slow is irritating.

12.Make sure you only make a presentation to the decision-maker.

13.Practice courtesy and politeness with whoever answers the phone regardless of whether they are decision-makers or not.

14.Calling at the right time increases your chances of getting to talk to decision-makers.

15.Always make note of your conversation. This helps you follow up and convert a cold call into a hot call. Otherwise, every call will remain a cold call.

16.Don’t let gossip-mongers and other interruptions distract you and waste time.

17.Don’t let negative people pull you down by telling you how many rejections they got.

18.Have faith in the Law of Averages.

19.Keep yourself motivated by thinking Positive thoughts and reading your goals every day.

20.Keep targeting for small successes every day.

21.Show enthusiasm and be energetic – it reflects in your voice.

22.Make sure you pronounce people’s names correctly. If you are not sure, ask, ‘Am I pronouncing your name correctly?’ People appreciate your asking them rather than hearing their name pronounced wrongly.

23.Always address people by their title – Mr. or Ms. Doctor, Professor, etc. Don’t call people by their first name without their permission unless they are known to you, junior to you in age or otherwise. Calling people by their first name is a privilege given to you by them.

24.Practice courtesy by seeking permission and checking if it is a convenient time for them to listen.

25.Keep your telephone call brief and to the point.

26.Preferably, try to talk to the telephone operator or receptionist and see if the prospect is in the office, and check what would be a good time to call.

27.You should follow up your telephone message with an e-mail.

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