Ring ring!

It goes without saying that the "right hand" of any salesperson is the phone. Phoning is timely, interactive, and personal–the perfect combination of assets for building a relationship.*

When I started in sales I failed over the phone. We are talking crash-and-burn. And I didn't know why! I couldn't get an appointment, much less sell anything. My ship was sinking and I had to find a way to plug the holes quickly or start looking for a new job.

So I went a bought a book about relationships. Not a book about sales.

I turned to the chapter about talking over the phone. And I began soaking up every word on every page. It became clear to me that I wasn't listening to person at the other end. And not just the words coming out of there mouth, but the tone and inflection in their voice. The little "non-verbal" cues they were giving me.

The Selling Point: Some of the best advice about sales is not always found in a book written about sales. I didn't have a problem selling I had a problem developing relationships. Since I had to learn how to develop a relationship with my customer over the phone, it only seemed natural to read a book about relationships. My best advice for you is to not always jump to the business section of your local bookstore when you are looking for an answer.

* Quote taken from Lead Generation for the Complex Sale.