Smallbiz Bookstore Msg. Marketing Insurance Surveys Small Biz. Starting Out Sales Mgt. By Barry Farber Selling over the phone is never as easy as selling face to face. But even when you have a large number of calls to make in a small amount of time, the one thing you can do is build rapport.
Rapport is built on good listening skills and the ability to get the customer to talk.
Most telemarketers are so busy following their own scripts, they never hear the customers' needs or desires. People get calls from vendors all the time. More often than not, it's attention to detail. That attention could be really listening to what the prospect is saying, or it might even be sending a thank-you note after the call. Speak to you soon.