Preparation for the Phone Call

What Will You Learn?

• The importance of preparation for phone sales calls
• Tools and techniques for conducting professional consultations
• How to handle objections and avoid negative language
• Strategies for creating and emphasizing problems (e.g., utility bill pain points)
• Effective questioning techniques to uncover key variables
• The role of timing and instincts in closing a sale
• How to invoke emotion during conversations
• Ways to manage unexpected questions or changes
• The distinction between being a consultant vs. just a salesperson
• Signs it’s time to close the sale and how to transition smoothly

Requirements

• Reflect deeply on the open-ended questions and apply concepts to your own communication style.
• List tools and techniques for consultations and practice using them.
• Prepare question sets for homeowners and create sample scenarios to rehearse.
• Complete a practice script including objection handling, urgency creation, and closing.
• Engage with the content actively—this is not a passive read but a self-assessment and practice tool.

Audience

• Beginner-level phone sales representatives, particularly those involved in solar or home services
• Individuals looking to improve their consultative selling skills over the phone
• Anyone preparing for real-time sales situations requiring tact, strategy, and emotional engagement