Selling is Not Telling:
Telephone sales techniques are no different than person to person sales calls.
If you use time and field tested principles instead of a script; you will 10 times more effective.
About the Author: Randy Taylor has been trained in sales by fortune 500 companies, in 3 totally unrelated industries and been both a state and national speaker on sales practices. He was also quoted
by Forbes Magazine regarding sales practices for home based businesses. He is also a sought after speaker on networking practices and was interviewed on television and radio 6 times in 2014.
The Basics:
Use an outline to keep you on track that includes questions you want to ask; but never a script.
Immediately identify yourself and the purpose of your call.
Ask the prospect "Is this a good time to talk?" " I need about 5 minutes"
The client will usually say: No , but what is this about? You can then begin by asking questions.
If they say no, mention I understand; what it was
about was a way to: reduce your advertising cost, or whatever bullet is important.
Ask questions about their current situation to immediately engage them in a conversation and to uncover their needs that you can solve.
Take notes about their goals and needs and address that later when you present a single solution.
Try to keep your entire sales call to 10 minutes which includes fact finding, presenting, and closing.
After presenting, Close by summarizing the concerns they mentioned; and which feature of your service addresses that. Do not add other product solutions. Finally ask for the business and ask a closing question.
Finally explain what you will do and when. Then get a verbal commitment for them to follow up; mail a form back; go to a website etc.
Key Point: The Person that talks the least, ( The one asking the questions), controls the call.
When calling from a referral lead: Ask only for the appointment. Do not present product features. Referral procurement and telephone objection handling will be addressed in another article, workshop, and video.
For more information please contact Randy Taylor below.
Copyright by Creative Commons author Randy Taylor 1/5/2015
https://www.facebook.com/groups/salesandmediatraining/
https://www.facebook.com/RandyTaylorFinancial
