3 Minutes, 3 Questions and You Make the Sale
Yes, there are many different tactics and strategies to apply to each of your calls; however, don't lose sight of the goal of simply getting the prospect to make a decision.
The decision for your prospect might not be to pull out their credit card immediately; it might simply to be to book an appointment with you.
In order to make more sales from each phone call I would invite you to consider approaching each of your phone calls with the goal of getting off the phone in less than 3 minutes.
When you put a time frame on your calls it will help you to be direct and get the client to make a decision.
The two goals of any of your calls can be boiled down to the following:
- Get the prospect to agree to a purchase (or appointment)
- Eliminate the prospect
So, how do you get your phone calls down to less than 3 minutes? Consider asking questions that follow this pattern: 1.
Ask an Obvious Question - Your first question should be one that you will get an obvious "yes" from.
This starts your conversation off in the right direction and gets the prospect to engage with you.
For example if you were a real estate agent and you were calling someone back who called on one of your ads, your question could simply be "Have you just started looking for a property?".
Since someone is calling an ad they are obviously "looking" or they would have just called their agent.
Keep your questions simple.
Ask a Turn Question - Your turn question is one that will get you information on what more of their needs are.
This should still reveal a "Yes" over 80% of the time, but also should they answer "No" give you insight into their needs.
For example if you were selling copiers, your turn question might be: "Is this going to be your first time leasing a copier?".
If they answer "no" you could probe deeper to ask about their existing lease.
If they say "Yes" move on to your final question.
Ask a Question To Get A No - Getting a "No" for your 3rd question is what you want.
You want to ask a question where you can offer up value and you only get that by getting them to say NO.
For example, consider a music store selling who has many different types of instruments, they might ask "Have you ever played the same brand electric acoustic guitar vs.
acoustic in the same session?".
As soon as you get your "no" that is your opportunity to add value.
The value might be to get a white paper from you, schedule a meeting, or even come directly to your store.
When you want to make more sales don't go into pitch mode after you get a no, simply empower your prospect to take the next step in your buying cycle.
When you want to discover 67 Questions that Sell in a powerful free 5 Day video course, I invite you to discover more about using 3 Minute Call Scripts.