This is a guest column by Kevin Nunley offering telephone sales tips

The Internet revolution has only increased the need for telephone marketing. Many of the largest e-commerce sites ask for your phone number, then have a room of expert telephone sales reps call you for the big pitch.

Why? Telephone selling works.

Here are some simple tips that will boost your effectiveness on the phone.

• Try to go directly to the person who can authorize a purchase for your product or service.
• When you get the decision maker on the line, jump into a concise statement of the main benefit you can bring her. “We have a new process that can save you 20% on production costs.”
• Prospects appreciate courtesy. Begin by asking if it is a good time to talk. If not, ask the prospect when you can call back.
• Have several dates and times ready for suggestion.
• Jot down a few notes before making your call, then use your talking points to keep your pitch on track. Take a few notes immediately after the call so you can remember exactly what was said when it comes time to call again.
• Don’t wait too long to ask for the sale.
• Offer to send more information via mail, email, or direct them to your website.

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