Winning a seller over the phone is one of the most useful skills to have in your arsenal because you can make a sale from anywhere without having to meet in person to seal the deal. It is possible to win sellers as a beginner, as long as you follow these four steps and remember that winning over the phone requires time-tested strategies and practice.
Step 1: Background
As soon as you make your initial connection you have to send your credibility report right away. Ideally, your credibility report should be in the hands of the seller before you even start talking specifics and numbers. The credibility report is essential because it proves that you’re the real deal and you’re committed to this client and the sale.
Spend some time creating your credibility report and use a solid template to highlight your qualifications. Remember that this document should be an extension of you, as you’re talking with the seller over the phone, your report is how you get in the room with your seller.
Step 2: Connect
To win a seller over, especially over the phone, you have to make a connection beyond the sale. Making a connection is essential, start by getting to know the seller and their specific position. By talking with them directly, you get to know who they are, how they operate, and where they’re coming from. Making a connection shows them that you’re in it for more than just closing the deal. The seller wants to feel like they know you and what you’re about before they trust you enough to conduct business. Building a rapport and making a connection is entirely possible over the phone, it just takes a little time and effort, but it will always be worth it in the end.
Step 3: Educate
Now that you’ve made a connection and spent time getting to know your seller, you have to share how you can help them given their situation. Educate them on what you can do and highlight your unique opportunity. It’s important to talk the way you would if you were in the same room together, conduct your business as you would face to face. Some clients may be open to using Skype for a video call which is another opportunity to make a connection and show your professional side. Do whatever the seller is most comfortable with and remember to reference your credibility report to give a full education on who you are, what you can do, and why you’re the best candidate for the sale.
Step 4: Negotiate
Lastly, you’ve got to close the deal. The seller has your numbers, you’ve educated them on your qualifications, and now you have to negotiate to seal the deal. This is the part that takes the most finesse, preparation, and practice. You can always polish your skills with my Presentation, Education, and Negotiation system. My system works at setting you up with what you need to say every step of the way. If you work it inside and out, you’ll have no problem winning a seller over the phone.