Most sales calls all sound similarly…”Thank you for calling ABC Motors, this is Jennifer, how can I help you?” You already know why the prospect is calling you…they want only two pieces of information from you. Availability and Price. So why did you give up control of the call right away? You can change the fate to be more favorable for you if you just try swapping out this first question. Its time to start rethinking the old phone processes that simply do not produce maximum positive outcomes for salespeople. All too often salespeople create their own obstacles by asking good questions but at the wrong times. A little strategy behind the words, statements and questions you choose will increase the likelihood of a favorable call outcome - an appointment. It all starts with the greeting. When you get leadership in the greeting, you will reduce obstacles from coming up so you can guide the call, increase your value and set more appointments. Better call outcomes start with leadership of the call. The follow through questions must make sense to the prospect without rubbing them the wrong way. Be cautious and carefully select easy, single-answer response required questions. Check out this video that can help you restructure your current call and start tipping the scale to become more favorable for you! Feel free to email me at [email protected] for more tools to execute!