Here are the answers to yesterday´s quiz.
A-1 The three parts of a phone presentation are The opening the body and the close. Which is similar to writing a letter.
B-2. The body
C-3.You want to speak with the person handling the budget or makes the final decision for using your services i.e. the person making the final decision on financial services for the firm. The reason is that you want to meet with the person who actually has the authority to make a final decision to purchase your services which could be the owner, CEO, Branch Manger, CFO etc.
D-4. Always tell the truth. Let the prospect know that you are calling because to speak with the decision maker about your services or to determine if they have received information that was sent to them on your product/services.
E-5. Is there any particular reason? You never ask," why not"? This puts people on the defensive. You also want to know the reason the person isn´t interested because it could be as simple as a misunderstanding of why you´re calling.
F-6.You´ll want to determine the reason for purchasing the product/service to begin with and how soon.
G-7. Follow up
H-8. A-1 week. You always want to make sure that the info is fresh in their minds.
I-9.Did you receive the info? Have you read the info? What did you think of the info I sent.? You always want to make sure that any prospect you´ve sent info to has received your information, has read it and most importantly has an opinion on what they´ve read. This is to gage how interested they are in speaking with you further.
J-10. C. Ask when they´d like to begin the process to determine their priority and set an appointment. The sooner the better.
K-11. Thank them for their business, remind them that it´s been awhile since they´ve signed up for the original service and ask them if they were aware of some of your other/newer products and services. You can then go into probing questions to determine what other services/products they will most likely buy.
L-12. C. End of the call. The mistake a lot of cold callers make is to give company info right at the beginning or middle of the call before determining what the prospect might be interested in. Once you have a better understanding of what their needs are and level of interest, then you can give them more info on your services.
M-13. You haven´t probed enough to determine their level of interest and there isn´t a priority for your services at this point.
Tony Wilkins is the owner of Telemarketing Consulting Services and author of "Telemarketing Success for Small and Mid-sized Firms´ available in most bookstores and online at www.amazon.com and www.xlibris.com you may also find out about his workshops and services at http://stores.ebay.com/telemarketing-success or via e: mail at firstname.lastname@example.org or phone 415-267-4872 .If you´d like to be notified of a new posting for this column, please contact Tony Wilkins at email@example.com