Telephone Sales Techniques That Work
If you are thinking about being a telemarketer, then you are going to need to know the tricks of the trade to get people to give you the time of day. As we all know, most people do not pay much attention to telemarketers. However, there are ways that you can get them to view you as another person and not just a guy trying to sell them something. Today we are going to cover these tips and set you on the fast track to get ahead in telemarketing. These are telemarketing tips that are used by the best of the best, and they work time and time again.
The first thing that you need to do, is to have a pre-game call plan. Now, I know this makes it sound kind of like football, but you have to go in with an objective. Ask yourself what you want to do as a result of calling this company or person. Also, think of ways to get the person to believe that it really is a good idea to go with your product. You have to remember that people are going to think that their ideas are better than yours. Thus, you have to come up with ways to make them think that they found out, on their own, that the product that your selling is really going to be good for them. Agreeing with them and talking to them on their level is a good way to get this kind of thing underway.
Sales Techniques
Another good thing that you can do is, of course, talk to them as you would a friend. Do not come across as you are trying to sell something right away. You need to find common ground with these people so they view you as a friend and not a sales person. At first, this is something that is going to be hard to do. However, as you get better, you will be able to pick up on clues that may link you to what they are into. After you find out what they are into, you can talk about how you are into that as well. This can lead to a conversation that makes the person feel more at ease.
Telephone Sales Techniques That Work
You also need to show the person that you are just offering your product as an answer to any problems they might be having. Do not start off saying something like, “this is the best product in the world, and is better than what you are currently using.” You do not want to start off with that, because you do not even know what products they are currently using, and the customer knows that. This is like taking a shot in the dark and is really not going to help you that much. Using words like maybe, possibly, and depending are a good way to start out. You should tell the person that you have a product that could possibly help them, depending on what product they are using, for the certain area that you are selling your product for.
Telephone Sales Techniques That Work
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Categories: Sales techniques Tags: Techniques, Techniques Telephone, Telephone
Telephone Techniques
TELEPHONE TECHNIQUES
Selling face to face is different from selling on the telephone. The main role of a telesales person is to generate sales either from incoming calls or by outbound calling. In some the objective is to make appointment and in others it is to make appointments for the direct sales force.
Sales Techniques
There are key personal qualities that are essential for phone work
Telephone Techniques
1. Self Motivation
2. Determination
3. Sense of Humour
4. Self Esteem
5. Professionalism
6. Enthusiasm
7. Persistence
8. Flexibility
9. Quick thinking
10. Thick skinned
The Customer judges the company by
1. How quickly the telephone is answered
2. Initial Greeting
3. The voice of the telesales person
These 3 creates an impression in the mind of the caller. Many customers judge the company and its products by the way the call is handled. We can influence a Customer to do business with your Company by learning and applying a few simple rules. When we use the telephone professionally we create the climate in which new customers want to do business with, and existing customers want to continue to do business. Our job becomes more and more rewarding as customers respond positively to a more professional approach. The easiest way to start selling on the telephone is to consider the customer, their needs, preference, and emotions. You have to develop a Positive Mental Attitude. Treat each customer as the most important person. Always think to yourself that they are doing us a favour by giving us an opportunity to do business. Never argue with the customer. Know your customers as well as the products.
Sales and Service are the two sides of the same coin. So any company wants to be successful you need extremely good sales people who have great customer service skills. Satisfying customers is actually about meeting their needs. As a Service giver you are faced with challenge of meeting their needs. Good service is meeting people’s needs in a way that exceeds their expectations. Your goal is to Serve the Customer at all times.
Selling is all about helping people to buy. The more you try to sell the less people will likely to buy. Never sell, help people make good decisions. People buy for variety of reasons. So it is your responsibility to meet their expectations. People donot buy a product or service. They buy what a product or service can do for them. People donot buy features they buy benefits.
As a salesperson you should know the following
1. Know what your product can do.
2. Believe in what you are selling.
3. Find out what the Customer wants.
4. Share the Customer’s point of view.
5. Find the Solution to his problem.
The Sales Process at a glance
1. Structure a Sales Call Plan the call, Set call Objectives, Use Structure, Preparation.
2. The first 30 to 40 seconds is very important. As the time is very limited you have to quickly move to the next stage, that is creating a sale. Once you have got the initial information, you need to quickly present solutions and benefits.
3. Building opportunities, Building rapport, identifying the problem, finding a solution.
4. Offer Solutions
5. Sell Benefits
6. Handle questions
7. Handle objections
8. Ask for commitment
9. Confirm details
The telephone is a necessary evil to communicate and to do business with.
Telephone Techniques
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Categories: Sales techniques Tags: Techniques, Techniques Telephone, Telephone, Telephone Techniques
Telephone Techniques – Customer Follow Up
Telephone Techniques – Customer Follow Up Tube. Duration : 7.85 Mins.
Simon Bowkett offers some useful methods for effectively following up customers on the telephone
Tags: Simon, Bowkett, Symco, automotive, car, sales, training, management, success, coaching, business, development
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Categories: Sales techniques Tags: Customer, Follow, Techniques, Telephone, Telephone Customer, Telephone Techniques
Successful Telephone Selling Techniques
The cost of selling is escalating and time is ever in short supply to make face-to-face sales calls. But stiff competition requires that sales professionals keep notching up their sales goals every quarter and every year. The secret is not something very unfathomable. It lies with the proper use of successful telephone sales techniques. Winning sales professionals use the telephone as a successful tool to achieve their sales goals. Selling on the telephone is a very crucial sales method that no organization or individual can afford to ignore. That’s why we have a sudden increase and expansion of telephone call centers around the world. There are certain techniques that successful sales people resort to when they use the telephone for making sales calls and closing sales. We will study the simple techniques here.
Same Principles
Sales Techniques
Selling over the telephone may lead to the closing of a sale or leading to an opening for a presentation and possible deal. The same principles that apply for face-to-face selling, is applicable for telephone selling. This means that you will follow the same rules like providing product information, handling objections and closing. You will have to be cordial to the prospect, not interrupt them, and give priority to their needs. In other words your mindset should be on adding value and trying to solve the client’s problem with a cost-effective solution.
Successful Telephone Selling Techniques
You may not close the sales over the phone, but you can probe the prospect with open-ended questions like: who, what, when, where and why. You may have to first make many calls to get to the decision-maker. The decision-maker must have four unique and present factors: need, desire, financial capacity and authority. Then you will have to: present the product, anticipate and handle objections, and close the sale over the telephone to that person. This can be quite difficult, but just like a face-to-face sale and if you do it right you can close a sale or at least get a solid opening for an appointment and presentation.
Use the Advantages
The advantage of selling over the telephone is that neither the customer nor the buyer has the possibility of getting distracted by discouraging body language. The buyer also cannot judge the sales person by way of his/her personal appearance affecting the decision. Also sales over the telephone save a lot of time and energy by way of decreasing travel time and expenses. These advantages should be utilized to make each telephone sales call an opportunity to find out more about the client’s situation and lead to a potential sale.
The First Impressions
First impressions are always important. When making a cold call, responding to a lead, or following up on a business reply card you have to impress the prospect within the first one-two minutes. It is really important given the fact that people are bombarded with email, phone calls and sales solicitations daily and they love to avoid such calls. Actually reaching a prospect on the telephone is not as easy as it used to be. If you manage to get the prospects on line you should hold their attention and help them to or service quickly by listening and mentioning the benefits to help make the clients life easier. That’s possible when you speak in an unhurried voice, don’t sound like just another sales rep that is looking for a quick sale, sound as if you are truly interested in the need of the prospect. When people find someone is talking about a solution to their needs they get interested. Speak in an unhurried voice. A hurried voice will put off the prospects instantly as they wouldn’t understand what you are saying and if they do, they will fathom that you are a desperate sales person. Speak in a cool, calm, and assured voice. Talk about the needs of the prospect. That is more likely to grab their attention.
Do Your Homework
You have to know as much as possible about the prospect. Try to gather relevant information about the prospects company. Go to their web site; check out their financials and the press room for relevant and timely information that will help you to gain credibility in their eyes. Learn thoroughly about their businesses, lifestyles, tastes, and preferences. Prospects will not have the time to educate you on the phone about those things and will be impressed that you have done your homework.
Watch for Your Language and Body Language
You have to be courteous, respectful, and thankful. Even if the prospect is not able to see you, your voice can clearly reflect your personality. So take care of that. Speak in a pleasant and friendly tone. Make certain that your voice sounds good on the telephone. Record your voice and see how your voice sounds. Stand up and speak while making sales calls. If you are sitting while making calls, sit in an erect position so that your voice is coming out properly giving it the required throw. If you slouch and make a sales call on the phone your tone will reflect carelessness. The tone shouldn’t be too soft or too loud. Use a telephone headset that allows for free movement to express yourself with suitable accompanying body language
Don’t make calls to just add numbers to your sales report. Treat each prospect with due importance and call them with sufficient professionalism. Do adequate research on them before making calls. The total number of calls you make is less important than the quality of the calls you make. So, try experimenting with these telephone sales techniques and sales success may just be a phone call away!
Successful Telephone Selling Techniques
Categories: Sales techniques Tags: Selling, Successful, Techniques, Telephone
14 – Selling over the Telephone By Richard Mulvey
14 – Selling over the Telephone By Richard Mulvey Tube. Duration : 8.42 Mins.
The telephone is the most important business tool in the sales office and yet most of us don’t use it well. In this video Richard Mulvey (The International Sales Guru) will descried how to use the telephone more professionally whether you are closing a sale, making an appointment, handling a complaint or doing anything on the phone.
Keywords: Telephone techniques, telesales, Telephone Sales, Sales techniques, Richard Mulvey, Sales Communication, Communication
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Categories: Sales techniques Tags: Mulvey, Richard, Selling, Telephone