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3 Tips To Keeping Prospects On The Phone Longer (Without Doing All The Talking)

By Darren Pierce on Jun 25, 2015 6:00:00 AM

When you finally get a prospect to pick up your call, you want to keep them on the phone as long as possible for a number of reasons. You’ll have a chance to determine whether the prospect is a qualified opportunity, and the prospect will have a chance to hear what kind of value you could bring to their company.

Here are a few tips you can use to optimize your sales calls and keep prospects on the phone longer.

1) Be Organized, Stay Organized

The best way to keep a prospect on a call is to plan out beforehand where you want the call to go. It’s easier and smoother to take them through a conversational roadmap you’ve created than it is to adlib on the spot.

Do your research so you can seamlessly take prospects from one point to the next. If you know what their needs are, you can make sure each question and comment has a purpose and relates to their business.

2) Keep Questions Short & To-The-Point

Many sales people will cram as many questions as possible into a short call by running them all together into one long question.

Do you think A or B is your biggest problem; and is C the result, or are you looking for something more like D?

Keep questions short and direct so you can volley the conversation back and forth.

3) Be Business Casual

I’m not talking about clothing; I’m talking about your tone.

Take a casual, yet professional, approach to your sales calls to build a connection with prospects. No one likes talking to a cold robot. They don’t like talking to someone who seems like they’re unprofessionally wasting time either.

Plain and simply, people usually talk with other people they actually like longer than with people they find borderline annoying.

These three simple strategies will help you optimize your sales calls to keep prospects on the phone longer.

Are you interested in enhancing your lead generation strategy? See how the etailinsights Growth Edition can provide you the data to do just that.

Image: Flickr

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Written by Darren Pierce

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