| Telephone sales training: | | | | you ask for your prospect by name they will |
| I have trained over 5000 salespeople in the past | | | | want to know who is asking for them and will |
| eight years. My students who go on to make | | | | usually not hang up at this point. |
| $8,000 to $12,000 a month starting in their first | | | | 2. I'm not a telemarketer - It is important they |
| 90 days all seem to tell me the same thing when | | | | realize you're not an annoying telemarketer. A |
| I ask them how they got so successful. | | | | good second sentence is, "(Bill) this is (David |
| These highly successful salespeople tell me they | | | | Nassief) from (ABC Company)." If they are a |
| spend significant time on the phones selling people | | | | customer from your data base they may or may |
| to come in for an appointment. They say they | | | | not recognize your name but they will probably |
| spend more time on the phones than any other | | | | recognize your company name because they are |
| salesperson in their department. | | | | a customer of your company. Now they know |
| In my sales training programs I teach two sales | | | | you're not a stranger they have no relationship |
| seminars on telephone sales training and this is | | | | with. And they are a little curious, maybe you are |
| were my six figure salespeople tell me they get | | | | calling about their last purchase. |
| their phone sales tools from. | | | | 3. Timing is everything - This next sentence I |
| They all agree their opening words are critical to | | | | didn't like initially. Here it is, "Did I get you at a |
| their telephone sales success. It is so easy for a | | | | good time?" I first thought they would say no and |
| prospect to just hang up on you without the right | | | | hang up. I discovered after countless calls made |
| words. | | | | they rarely say no or hang up. Why? They want |
| I would like to share with you the three important | | | | to find out why you are calling them. Maybe your |
| opening word tools on the phone I teach my | | | | calling about a product recall or and unclaimed |
| salespeople to avoid getting hung up on. This is | | | | product rebate. I'm not saying they never say |
| used when you are calling prospects from your | | | | they are busy. But if you do this right at this point |
| data base of existing customers. | | | | it is rare for them to say that. |
| Three opening word tools in phone sales training: | | | | Your telephone sale training action item: |
| | | | The next 10 times you call a prospect test the |
| 1. Get the right person - A simple and effective | | | | above three telephone tips. And watch your fear |
| opening sentence is, "Hi, is this (Bill Jones)?" When | | | | of hang-ups start to melt away. |