Sales Call [Phone Appointment] Process

Claude has some great inexpensive books on Amazon/Kindle

Also http://www.warriorforum.com/offline-...t-selling.html

My advice, if you do not know what you are doing then the best thing you can do is just be real with him.

Don't try to psych him, don't ask a bunch of questions that are not legitimately positioned to help you give him a good quote. BY all means engage him in conversation. Just skip the games meant to show him how much he needs you. He already know (or at least suspects) he needs you.

The risk you run is that he'll see through all of the games and decide he doesn't trust you right up front. Engaging him in conversation about your experience and knowledge will be much more effective than any mind games you could perform.

In the meeting, just tell him up that you are not usually the sales guy, but you can give him a hell of a good service for a fair price, and start working through all of the actual information you need from him to work up a quote.

Thank him for his time and tell him you need a day or so to put together a great proposal for him.

Then take no more than a day, give him a very reasonable price (if you don't do a lot of sales work then I am making the assumption that you need the job), itemize the tasks you plan to perform for him in writing, and overdeliver on your promises.

Keep it simple and real. It works.

The next time you are in a situation like this, you'll have a blueprint (hopefully) for something that works, and with success you can begin to experiment and hone your technique.

Make sure to write down the questions beforehand and make
sure he sees you clearly writing down his answers when you are with him.

You'll find that most answers will lead naturally to another question which
may or not be on your list so be prepared to move around your list a little.

Some example questions could be

"How much do you know about web design and search engine optimisation?"

"What exactly is the nature of your business?"

"Who would be your ideal customer/client?"

"What methods are you using to find clients/customers at the moment?"

"How much do you spend on advertising currently?"

"What sort of results are you getting?"

Keep it real....don't "sell" anything until you've gathered all the information you need.

When you're done asking say:

"OK well I think I've covered everything there unless you can think of something we've missed?"

"So if I can supply you with a solution that does.......and creates xyz.......solves abc....and stays within the budget we've discussed.....can we go ahead and schedule a start date when I've told you the good news of what I'm going to be able to do for you?"

Wait for an answer...if it isn't a resounding YES....Simple ask WHY?

Good luck

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Yes it is weird. Why do you have to ask permission? That's weak. You're there to do your job. Show you're the expert by taking charge.

Here it is broken down in its major steps for you:

"Dr., here's what I've done for others: [give a case history].
What is it you hope to have happen?"

"Why is that?"

"OK. How do you see me helping you attain that?"

"I see. OK, I think I can help you. I could do this... or that... which do you prefer?"

"OK. Done. I need half now. Sign here."

Jason thanks for the share, I've been looking for something like this