I have found the article on the art of the quick phone call by Mark Suster very interesting and helpful. I have had to sell to a lot of people on the phone and I have learnt from experience that the tips that Mark has listed work really well.
Few more things that I would like to add to the list are:
- Summarize the discussion or decision in an email and share it with the caller. This will help clear mis-understandings upfront.
- Pls share any pre-read that can help save time and provide back-ground information for the call at least a day ahead if possible or at least before the call.
- If you say that you will share some information, pls make sure that you send out the information immediately after the call.
IS there something else you have found useful for having a productive phone call ?