- multi-day inbound, or outbound tours,
- high-end experiences that come with a decent price tag (lets say $500 or more),
- corporate events for local businesses (as I did),
- or a lot of customised experiences (or plan to add them to your product range)…
A lot of people avoid selling on the phone because it makes them uncomfortable, they don’t do it well…and they see it as a waste of their time. I saw it as the opposite – a really effective way to spend 30 minutes to give myself the best possible chance of converting a piece of business worth 1,000, 2,000, 5,000 or even 20,000 dollars.**
1. Put a spotlight on your customers’ desires, frustrations or challenges
This simple kind of a question is a powerful one. It’s rare you’ll come across someone who is completely content with what they’ve done before
2. Visualize their vision.
3. Highlight the space
What would be the most valuable element of this trip to you?Try to encourage them to get specific.
Finally, repeat all this back to them once again. Ask them if they agree. Ask if you’ve heard them right. Each time they say yes, it creates a small commitment that makes what comes next much easier.
4. Encourage a commitment.