{"id":1333,"date":"2012-09-06T13:02:16","date_gmt":"2012-09-06T18:02:16","guid":{"rendered":"http:\/\/etereman.com\/remanu\/?p=1333"},"modified":"2012-09-06T13:02:16","modified_gmt":"2012-09-06T18:02:16","slug":"have-you-heard-of-the-telephone","status":"publish","type":"post","link":"https:\/\/etereman.com\/remanu\/2012\/09\/06\/have-you-heard-of-the-telephone\/","title":{"rendered":"Have You Heard of the Telephone?"},"content":{"rendered":"

The greatest sales tool ever invented is not social media. It\u2019s not LinkedIn. It\u2019s not NLP. It\u2019s not SPIN Selling or some other formal sales process. It\u2019s not Salesforce.com or other CRM software. It\u2019s not the fax machine. It\u2019s not the iPhone. And, it\u2019s certainly not email. Those all are great tools, but they are not the best. No, the greatest sales tool ever invented is the telephone.
\nIf you\u2019re like most people, you\u2019ll do anything you can to avoid making an outbound call. It\u2019s so much easier to send an email. There\u2019s no risk.
\nI cannot tell you how many times I\u2019ve asked, \u201cHave you talked to so-and-so?\u201d only to hear, \u201cI sent him an email last week.\u201d
\nReally? That\u2019s the best a salesperson can do? Send an email and wait? What if your email didn\u2019t go through? What if your customer or prospect accidently deleted it? What if they are on vacation but do not use an out-of-office auto responder? What if they are interested but forgot to reply? What if they have 1,500 emails in their inbox and haven\u2019t seen yours yet?
\n\"\"
\n\u201cOK, you\u2019re right, Noah. I\u2019ll send them another email.\u201d
\n\u201cHey, sales guy, have you heard of the telephone?\u201d
\nLet\u2019s look at why email is so attractive to weak salespeople:
\n\u2022 It\u2019s non-confrontational
\n\u2022 You don\u2019t have to think on your feet
\n\u2022 It\u2019s \u201cnon-intrusive\u201d
\n\u2022 You can send it any time
\n\u2022 It doesn\u2019t hurt as much when they say no
\n\u2022 If they don\u2019t reply, you can blame them
\nAnd now let\u2019s look at why you may shy away from the phone:
\n\u2022 Reluctance<\/strong> \u2013 You\u2019ve been blown off before, turned down before, and hurt before. You don\u2019t want that feeling again.
\n\u2022 Fear<\/strong> \u2013 What if you blow it? What if you never get a second chance? What if you say something stupid?
\n\u2022 Procrastination<\/strong> \u2013 You\u2019ll get around to calling people when you\u2019ve finished all your paperwork, responded to all your internal company email, and had lunch. Right after you find a few other things to fill your day with.
\n\u2022 Inconvenience<\/strong> \u2013 You don\u2019t want to \u201cbother\u201d them.
\n\u2022 Timing<\/strong> \u2013 It\u2019s the day before the holiday or the day after the holiday. It\u2019s their busy season. It\u2019s their slow season. It\u2019s too early in the morning or too late at night. It\u2019s Monday. It\u2019s Tuesday. It\u2019s Wednesday. It\u2019s Thursday. It\u2019s Friday. You get the point. If you think you\u2019re bothering someone, you\u2019re bothering them. If you have nothing of value to offer then you\u2019re going to bother them no matter when you call.
\nIf you send an email instead of calling you increase your chances of being turned down. The prospect has too many options and too many ways to say no to you. They can choose not respond at all. They can be downright rude to you without fear of having to hear your reaction. So, the next time you have a lead \u2013 pick up the phone and call them.
\nWhen\u2019s the best time to follow up on a lead? Right now. One second after you get the lead. Don\u2019t email them. Call them. Your prospect is the most excited they\u2019ll ever be right now. With every second that passes your prospect loses interest. They have the opportunity to call your competitor. They have time to change their mind. They have time to Google you and your company and uncover negative feedback.
\nThe longer you wait, the harder it gets. It\u2019s harder to sell, it\u2019s harder to overcome the fear of calling, it\u2019s harder to reach them, and it\u2019s harder to impress your prospect with your responsiveness.
\nTo rise to level of master salesperson, you must master the usage of the telephone. Not how to dial it, but how to leverage it as your best method of increasing your sales.<\/p>\n","protected":false},"excerpt":{"rendered":"

The greatest sales tool ever invented is not social media. It\u2019s not LinkedIn. It\u2019s not NLP. It\u2019s not SPIN Selling or some other formal sales process. It\u2019s not Salesforce.com or other CRM software. It\u2019s not the fax machine. It\u2019s not the iPhone. And, it\u2019s certainly not email. Those all are great tools, but they are […]<\/p>\n","protected":false},"author":9,"featured_media":1334,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_mi_skip_tracking":false},"categories":[7],"tags":[142,14,143],"acf":[],"yoast_head":"\nHave You Heard of the Telephone? - REMANU<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/etereman.com\/remanu\/2012\/09\/06\/have-you-heard-of-the-telephone\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Have You Heard of the Telephone? - REMANU\" \/>\n<meta property=\"og:description\" content=\"The greatest sales tool ever invented is not social media. It\u2019s not LinkedIn. It\u2019s not NLP. It\u2019s not SPIN Selling or some other formal sales process. 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