How to book a meeting by phone, without reaching a price

01·Where you are now

They were pleasant, they listened for twenty minutes, they said “sounds interesting, send me a proposal”, and then they vanished

Could the problem be that you tried to sell on the phone? Telephones work well for booking meetings, and not for sales conversations. The call can't end in a sale, so everything you showed on it was lost.

And it costs you the only thing the call had. It spent its one card and got nothing for it, and you stay extremely busy and selling no more than before.

As long as the call reaches a price before a date is booked, it ends with nothing in hand, even when the customer is pleasant and listens. I sold on the phone once too, and that's where I learned to take “no”.

02·Who's talking to you: Axel Jedlitschka

On the phone I booked the meeting, and I sold face to face

From May to November 2021 I worked in telemarketing. I sold on the phone, and there I learned to sell on the phone and to take “no”. Then I moved to appointment setting, where my job was no longer to sell. It was to book sales meetings over the phone.

Until October 2023 I booked sales meetings by phone, and I also ran sales meetings and service meetings myself. There I learned to sell face to face, in meetings with business owners. I'm not against the phone. I'm against selling on it, because telephones “do not work well for sales conversations”.

Axel Jedlitschka

04·There is a way

The four parts of the call

A call that explains everything is trying to sell on a channel that can't close. You can't qualify a customer from a distance, which means you can't tell from afar whether they are the right customer. So the job of the phone is not to save you the meeting, but to buy it. Such a call is very short, three minutes maximum, and has only four parts.

1. 01Name and firm.Who you are, in six words.
2. 02A line that shows you know.One sentence about the person you are calling, not a conversation.
3. 03The reason, with no content.“Something you should see”.
4. 04Two options.Two exact times, not “when suits you”.

“Would Tuesday or Wednesday suit you?” is two doors, and both of them open inwards. “Would you like to meet?” is one door, and it opens outwards.

What you get

What is promised, and what is not

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Questions?

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