M is for motivators. Learn what motivates YOUR client. Ask questions and determine what pains, concerns or problems they’re experiencing? What gains, opportunities or advantages can they leverage?
N is for notes. Take notes when you’re on the phone and while you’re listening (See: “L” above). Grab a pencil and a pad, put your head down, focus on what the caller is saying and jot down key points. You’ll make fewer mistakes. You’ll identify more opportunities. The quality of your call will increase. You’ll sell more products and services. http://www.telesalesmaster.com/729/questioning-skills-and-techniques/
O is for objections. Don’t be surprised by them. Don’t be caught off guard. Don’t fumble about and babble like a brook. Expect them. Create an objections job aid to use as a quick reference guide. Question the objection before responding to determine if it’s real or if it’s false. Check out this article for great tips: http://www.telesalesmaster.com/460/objections-handling/
P is for planning. Plan your follow up calls. Know your objectives (See “S” for Secondary Objectives below), develop a strong opening statement, have questions and key points prepared ahead of time so you won’t forget. Think of the possible objections you might encounter so you’re not caught off guard (see “O” above). Have your voice mail prepared ahead of time if you plan to leave a message. Use logic. Plan your call like Mr. Spock and go here for your downloadable PDF Mr. Spock Call Guide (http://www.telesalesmaster.com/wp-content/uploads/Spocks-Follow-Up-Call-Guide1.pdf )