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Here are some realities about the distinct ways men and women approach selling. Men tend to be more direct on the phone. They call a prospect and go straight into the sales presentation. They tend to be driven to get the job done. They will then repeat the process and the system is easy to duplicate. The purpose and result of making calls is different for a man. They have closed the deal on the phone and the only reason they schedule an appointment is to pick up the check and complete the process. Generally, there is no focus on building relationships, either short- or long-term.
Women have a knack for developing strong relationships. Their desire to build a relationship begins on the phone and continues at the appointment. They sell the way they want to be sold, and that relationship begins when they pick up the phone. Women want to cultivate that beginning relationship in person, rather than over a phone. They will schedule the appointment on the phone and continue the relationship when they meet. As we have discussed, men and women think differently, work differently and shop differently. It is much harder to build a relationship on the phone than it is in person. Selling the appointment and agreeing to a face-to-face appointment begins that process. Don’t continue talking when the sand runs out.
Having said that, here are some of the top preparation tips before you get on the phone:
As for Tips while on the phone:
So what comes next? Well, the next step is creating a rock solid phone script. The good news is I have just the tool you are looking for, but I’m not going to post it here. I asked Gail Goodman from PhoneTeacher to put together an example of a call script that illustrates many of the topics we have covered over the past few weeks with this series and she happily accepted.
So how do you get it? All you need to do is click here now to head over to my other site Selling in a Skirt and find the box that says ‘Sign up for the free newsletter”, and sign up! It really is that simple. Access to the phone script will be provided in the next newsletter scheduled for delivery next week! Aside from the phone script, the newsletter is full of actionable sales tips, information on upcoming events, and other exclusive content. I don’t send the newsletter out too often, or on any set schedule for that matter. Having said that, you can’t afford to miss the content it contains! Click here to head over to Selling In A Skirt and sign up now!
One Response
I am looking for some phone scripts to have my salespeople use to schedule appointments for the outside salesmen. Hoping this will be just what I am looking for!