The telephone is still a powerful tool that can be used effectively in the sales process. Sales and Marketing organizations can leverage technology to generate traffic to their website, capture leads, qualify leads and even nurture long-term opportunities. But in most cases, you still must eventually have some human interaction to build customer relationships and close business. That human touch typically starts with a telephone conversation and it’s not unusual for an entire sales process be completed over the phone.
Using a telephone conversation to accelerate the movement of an opportunity through the sales funnel is both art and science. Unfortunately, salespeople have traditionally relied too heavily on the art of conversation. Many people mistakenly believe that their “gift of gab” and “bubbly personality” is enough to carry the day. Too often, this attitude leads to sales people who are just “winging it” and “shooting from the hip.”