Telephone Approach

10 Step Guaranteed Success Telephone Approach
by Shelby Collinge

In all my 12+ years in the corporate world one thing is for sure, you need to be able to leverage your time and be valuable on the phone. Outlined in this article is my 10 step process that with a little planning will make you tens of thousands of dollars.

Getting Started

1. Get Their Attention
Demonstrate your abilities with your unique selling proposition. Talk about the benefits of working with you and being your client. Use open ended questions and try to trigger and connect them emotional responses.

2. Qualify Your Prospect
May I ask you a few questions?
What’s important to you?
What actions are you currently taking to get that result?
Would you use an idea, suggestion or strategy if it made sense to you?

3. Social Proof
We have been able to (demonstrate benefits) for (dozens, hundreds or thousands) of clients over the last (time frame in this business or industry).
We have worked with your colleague, friend, business associate or family member (_______).

4. Take Away
We will be able to decide if it makes sense to work together and take this relationship to the next level. I cannot help everyone I meet.

5. The Offer
I am willing to invest 15-20 minutes discussing ideas and brainstorming with you to see if you will be able to benefit from my products and services.

6. Concession
I’m only looking to set an appointment to meet with you either in person or a designated time that works for you and your schedule.
I am not going to try to sell you anything.

7. Your Promise
If I cannot help you save time, make additional money or enhance your situation in a positive way, I will not take any more of your time.
Is that fair?

8. Get Commitment
Set an appointment at their convenience for 15-20 minutes.

9. Reassure and Reinforce
You’re going to benefit immensely from what I have to share with you. I really think your going to enjoy the time we spend together.

10. Thank Them
Action Activities:

Questions your NEED to be able to answer:

1. How will you get their attention? What is your USP?
2. How will you get your prospects attention?
3. What social proof do you have? (endorsements or testimonials)
4. What will you want them to take away?
5. What is your offer?
6. What is your concession?
7. What is your promise?
8. How will you get commitment?
9. How will you reassure and reinforce their decision?
10. Thank them and confirm date and time.

Get on the phone and make 15 appointments TODAY!!!

You CAN do it. I believe in you.

About the author: Shelby Collinge coaches you on how to leverage unknown assets, retrain your brain and quantum leap your results while attracting and keeping clients. Having sold high-tech software to all of Silicon Valley’s premier corporations, Shelby learned first-hand that building trusting relationships led to far greater professional success and satisfaction than traditional sales approaches. Shelby’s products, services and books, The 25 Rules to Relationship Marketing and How to Profit From Them and Walking with the Wise: Entrepreneur help her clients reach their highest potentials.
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