| The cost of selling is escalating and time is ever in | | | | minutes. It is really important given the fact that |
| short supply to make face-to-face sales calls. But | | | | people are bombarded with email, phone calls and |
| stiff competition requires that sales professionals | | | | sales solicitations daily and they love to avoid such |
| keep notching up their sales goals every quarter | | | | calls. Actually reaching a prospect on the |
| and every year. The secret is not something | | | | telephone is not as easy as it used to be. If you |
| very unfathomable. It lies with the proper use of | | | | manage to get the prospects on line you should |
| successful telephone sales techniques. Winning | | | | hold their attention and help them to or service |
| sales professionals use the telephone as a | | | | quickly by listening and mentioning the benefits to |
| successful tool to achieve their sales goals. Selling | | | | help make the clients life easier. That's possible |
| on the telephone is a very crucial sales method | | | | when you speak in an unhurried voice, don't sound |
| that no organization or individual can afford to | | | | like just another sales rep that is looking for a |
| ignore. That's why we have a sudden increase | | | | quick sale, sound as if you are truly interested in |
| and expansion of telephone call centers around | | | | the need of the prospect. When people find |
| the world. There are certain techniques that | | | | someone is talking about a solution to their needs |
| successful sales people resort to when they use | | | | they get interested. Speak in an unhurried voice. |
| the telephone for making sales calls and closing | | | | A hurried voice will put off the prospects instantly |
| sales. We will study the simple techniques here. | | | | as they wouldn't understand what you are saying |
| Same Principles | | | | and if they do, they will fathom that you are a |
| Selling over the telephone may lead to the closing | | | | desperate sales person. Speak in a cool, calm, and |
| of a sale or leading to an opening for a | | | | assured voice. Talk about the needs of the |
| presentation and possible deal. The same principles | | | | prospect. That is more likely to grab their |
| that apply for face-to-face selling, is applicable for | | | | attention. |
| telephone selling. This means that you will follow | | | | Do Your Homework |
| the same rules like providing product information, | | | | You have to know as much as possible about the |
| handling objections and closing. You will have to be | | | | prospect. Try to gather relevant information |
| cordial to the prospect, not interrupt them, and | | | | about the prospects company. Go to their web |
| give priority to their needs. In other words your | | | | site; check out their financials and the press room |
| mindset should be on adding value and trying to | | | | for relevant and timely information that will help |
| solve the client's problem with a cost-effective | | | | you to gain credibility in their eyes. Learn |
| solution. | | | | thoroughly about their businesses, lifestyles, |
| You may not close the sales over the phone, but | | | | tastes, and preferences. Prospects will not have |
| you can probe the prospect with open-ended | | | | the time to educate you on the phone about |
| questions like: who, what, when, where and why. | | | | those things and will be impressed that you have |
| You may have to first make many calls to get to | | | | done your homework. |
| the decision-maker. The decision-maker must | | | | Watch for Your Language and Body Language |
| have four unique and present factors: need, | | | | You have to be courteous, respectful, and |
| desire, financial capacity and authority. Then you | | | | thankful. Even if the prospect is not able to see |
| will have to: present the product, anticipate and | | | | you, your voice can clearly reflect your |
| handle objections, and close the sale over the | | | | personality. So take care of that. Speak in a |
| telephone to that person. This can be quite | | | | pleasant and friendly tone. Make certain that your |
| difficult, but just like a face-to-face sale and if you | | | | voice sounds good on the telephone. Record your |
| do it right you can close a sale or at least get a | | | | voice and see how your voice sounds. Stand up |
| solid opening for an appointment and presentation. | | | | and speak while making sales calls. If you are |
| Use the Advantages | | | | sitting while making calls, sit in an erect position so |
| The advantage of selling over the telephone is | | | | that your voice is coming out properly giving it |
| that neither the customer nor the buyer has the | | | | the required throw. If you slouch and make a |
| possibility of getting distracted by discouraging | | | | sales call on the phone your tone will reflect |
| body language. The buyer also cannot judge the | | | | carelessness. The tone shouldn't be too soft or |
| sales person by way of his/her personal | | | | too loud. Use a telephone headset that allows for |
| appearance affecting the decision. Also sales over | | | | free movement to express yourself with suitable |
| the telephone save a lot of time and energy by | | | | accompanying body language |
| way of decreasing travel time and expenses. | | | | Don't make calls to just add numbers to your |
| These advantages should be utilized to make each | | | | sales report. Treat each prospect with due |
| telephone sales call an opportunity to find out | | | | importance and call them with sufficient |
| more about the client's situation and lead to a | | | | professionalism. Do adequate research on them |
| potential sale. | | | | before making calls. The total number of calls you |
| The First Impressions | | | | make is less important than the quality of the calls |
| First impressions are always important. When | | | | you make. So, try experimenting with these |
| making a cold call, responding to a lead, or | | | | telephone sales techniques and sales success may |
| following up on a business reply card you have to | | | | just be a phone call away! |
| impress the prospect within the first one-two | | | | |