What are you going to do in the next one to two minutes, to convince your customer, to meet with you?

Create your own conversation map

Research shows that successful “GOLD TELEPHONE CALLS” –  ones that resulted in a meeting went as follows:

• Intro, where interest peaked lasted between 5 – 8 seconds
• Sales professional spoke most of the time during the next 3 – 5 minutes. (This is opposite to a Face-to Face meeting where the customer should speak about 60 % of the time). Although you speak most of the time, don’t forget to ask open ended questions, every 30 – 45 seconds.
• The calls were not about “DISCOVERY”, but were rather designed to show meaningful value, so that the future customer would agree to a meeting. (Speak to the more desirable state after they choose to work with your organisation)
• Research shows that Unsuccessful calls are ended in less than three minutes, whilst successful calls lasted almost six minutes. (If you can keep your future customer interested, by speaking to their more desirable state, rather than what your products does, you have a far greater chance of arranging a meeting with them)
• The sales person spends about 60 % of the time speaking and 40 % listening. (This is exactly opposite of what works during a Face-to-Face meetings)
• They included longer monologues of around 45 seconds, which were designed to show “VALUE”. (They spoke to the future customers, more desirable state, after utilising your product or service)
• Research shows that, successful “GOLD PHONE CALLS”, consisted of 70 % more monologues than unsuccessful ones.
• The secret to a successful “GOLD TELEPHONE CALL” is to show enough value, to earn the right to ask questions and ultimately you then get to ask the most important question of all, namely,

“WHEN CAN I ARRANGE TO MEET WITH YOU”?

Describe your conversation map below: