How much courage do you have? How has it been tested before? It takes a lot of courage to confront the unknown when we are on the phones. And yet, we don’t really get rewarded for being brave. We get rewarded for creating a new opportunity or closing a sale, but when’s the last time your manager came up to you and said, I really like how brave you were on that call?
I believe being brave is one of the strongest skills a salesperson has. Many of them are big risk-takers and that’s what being brave is all about. What about being brave on the phone? Here are the 8 ways we confront our courage when we are on the phones:
1. We call at the highest level hoping to escalate our sale
2. We ask that one important question that determines the fate of the entire call
3. We squeeze in a few more questions after someone tells us they can’t talk for long, hoping to earn us more time
4. We provide a compelling competitive explanation between ourselves and our competitor
5. We chase quotes, proposals, demos, evals asking trial closing questions along the way
6. We listen and attempt to paraphrase what we heard and gain cooperation
7. We ask why when we get confusing responses or mixed messages
8. We listen to our intuition and ask questions beyond the information we’ve received
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