| For the sales professional, effective telephone | | | | soaking in any hint of opportunity or threat. |
| sales skills is not about selling over the phone. Nor | | | | In the sales arena, how do the majority of sales |
| is it about closing deals or even providing a quote. | | | | people handle their follow up? Maybe an after sale |
| The telephone is currently the second best | | | | call. Maybe a one year anniversary card. Maybe a |
| medium for demonstrating to your clients that | | | | news letter. |
| you are truly interested in them. Once video calls | | | | How much more repeat and referral business do |
| are more streamlined and common place it will be | | | | you think you would get if you scheduled a |
| the better choice. The most effective way to | | | | personal call to your customers once a quarter? |
| secure your position with your clients, of course, | | | | Make no mistake, telephone sales skills are |
| is showing up in person. | | | | essential to strengthening your position with your |
| I am not suggesting that emails, news letters, | | | | customers. Consistent quality contact is the basis |
| greeting cards, and related communication | | | | on which they will in turn pass your name on. |
| methods are ineffective. I am definitely hinting to | | | | So how do the sales pros schedule their follow up |
| demonstrate to your client you really care it has | | | | calls? One easy to implement method is to divide |
| to be more than a note, card, or email. It must | | | | your sold customers by the number of business |
| be regular and personal. Hence the need for | | | | days in the quarter. Lets say your average is 21. |
| telephone sales skills. | | | | At the end of each day, print out or download to |
| The title, "If you are not appearing, you are | | | | your PDA/Cell the sold customer follow up calls |
| disappearing", is not original. I heard it on a | | | | for the next day. Making those 21 calls in one |
| personal development CD and it stuck. Regardless | | | | sitting would require between 40 to 50 minutes. |
| of the product or service you represent, to | | | | You could pencil that time as an appointment in |
| ensure the client comes back, stays with you, | | | | your planner. However, what the pros understand |
| does not switch to a competitor, you must | | | | is throughout the day there is always downtime. |
| maintain personal contact. If you are not | | | | That is when they make these calls. At the end |
| appearing, that is maintaining personal contact, you | | | | of the day, if all calls have not been made, they |
| are disappearing. | | | | are completed then. |
| Effective telephone sales skills means you are | | | | By-the-way, I am often asked, "What if you |
| listening far more than you are talking. You are | | | | cannot reach the customer?" Remember, the |
| listening for what the client does not say as much | | | | purpose of the call is to keep your name |
| as you are listening to what she does say. | | | | front-and -center. So, if the customer is |
| Telemarketing training emphasizes a script. This | | | | unavailable and you reach her administrative |
| works well here too. | | | | assistant, simply say, "Could you please let (your |
| You are making phone contact with your client as | | | | customer) know that I especially called to |
| a courtesy to ensure all is well with the service or | | | | follow-up on (product/service)." Be sure to thank |
| product you provided them. You are not simply | | | | the assistant for passing the message on. If you |
| dialing to fill in time or to waste your client`s. You | | | | reach voice mail, leave a similar message. |
| have a purpose, at minimum, to let the client | | | | Although rare, if there is no answer, assistant, or |
| know you care. You can create a script for | | | | voice mail, try again the next day. |
| opening and closing the call that will keep you on | | | | If you are not appearing, staying in touch, you are |
| track. Scripts work. | | | | disappearing. Your sold customers need |
| If you were to listen in, witness the telephone | | | | reassurance that you care. Your success tool is |
| sales skills of professionals, you would observe | | | | effective telephone sales skills. |
| they are prepared, sincere, and time sensitive. A | | | | Remember: Nothing happens until someone sells |
| well positioned call is no more than a couple of | | | | something. |
| minutes long. Sincerity comes through in the sales | | | | Sales Champions Make It Happen! |
| pro's voice, intonation, wording. And, as in all sales | | | | More great sales tips and techniques |
| relevant interactions, the sales pro is a sponge | | | | Selling-Process-Tips. |