The Covid-19 virus struck, all of a sudden face to face meetings were off. Businesses had to present to prospects now over the phone or Zoom. Personally, I had always been great over the phone and in person, Zoom took awhile to get used to as I found tmit to be rather awkward.

So, how do you get someone to spend tens of thousands of dollars with a stranger over the phone? Below are some thoughts and ideas that helped me:

1. Spend atleast 45 minutes with them on the phone, the longer the conversation the more rapport you can build, lower their defences and create peace of mind within the prospects mind.

2. Advise them that most of the business you do is either on Zoom or over the phone and you have been doing it for years. Say something like “honestly I think bums on seats consultancy is dead/a thing of the past.”

3. Look up their social media profile perhaps LinkedIn and if they have connections that are your clients, mention it. Name drop for aslong as you can… “We did Gary, John, Paul, actually we have helped a number of your connections here. Gary’s a character..” Tell funny stories about those contacts or mention positive experiences and comments they have made about your service.

4. Being that your not infront of the customer why wouldn’t you print up all the rebuttals you have to common objections you recieve, put them on your wall.

5. Tell stories about customer successes you have had in the past, it’s social proof for the customer

6. Don’t talk over the top of the prospect. Unless they go way off track and you absolutely must bring them back to earth.

7. Adapt your script to suit the prospect. Trust your gut feeling on the amount of sales speak the customer can handle. At times you will need to throw the conventational sales talk in the bin.

8. Be enthusastic about your product, but ensure it is bottled enthusiasm. If the prospect pushes back, show your passion about your product/service. Then apologize and say “sorry, I get abit worked up sometimes.”

Only certain individuals can sell high ticket products over the phone in the first call. It takes alot of practice and a ton of belief in yourself. You need to be naturally blessed with a great personality to pull it off, otherwise you are screwed… you do not stabd a chance!