Using the telephone is one of the ‘hottest’ topics when discussing a salesperson’s toolbox because it is an essential part of their success, and as such requires adequate training. The telephone is, in fact, a primary medium of contact for the effective management of the sales relationship and customer service, and its correct use influences the relationship with your interlocutor, potentially facilitating or hindering the process that leads to full satisfaction.
Making a good sales call is a particularly demanding task, that requires you to first ‘break the ice’, then get past any ‘filters’ in order to reach an agreement. This is why you want to be well prepared for the different phases. We are, therefore, providing a series of articles dedicated to the correct use of the telephone in your work, so as to provide you with useful tips and suggestions for each phase.