Phone Sales Require Patience and Intuition
Selling on the phone requires a little intuition. How do you think your prospect will react to the phone call? What words will you use for your opening statement? What happens if the prospect ends up with a negative response to your questions or comments?
Top 10 tips for selling on the phone:
When planning for a call as you would a personal meeting, you will increase the chances that your prospect will take you seriously. Telephone sales calls are more difficult than in-person sales, so its important to be fully prepared and anticipate reactions that could kill the likelihood that your prospect will buy your product or service. Take a moment to review our top 10 sales tips.
1. Instead of cold-calling, try “warm calling”.
Send a pre-approach letter explaining what you’re selling and letting them know you’ll be calling on a specific date and time. If you can get a direct referral or a trusted connection, that’s even better.
2. Speak confidently.
Anticipate the kinds of questions you’ll be asked and prepare concise, persuasive answers.
3. Presentation is everything, so be dynamic.
Practice you sales pitches ahead of time, standing and using the hand and arm movements that you would use in a face-to-face meeting. Make sure that your conversation does not sound overly programmed or rehearsed.
4. Be polite and friendly.
Ask if they have a moment to talk. Know how to pronounce the person’s name.
5. Pay attention to your word pacing.
Vary your volume and word pacing and make a brief pause before something that’s really important.
6. Slow down and give the other person a chance to talk.
How many times have you had someone on the telephone who talks a mile a minute and you never get a chance to chime in? People don’t like these types of calls, so don’t be one of THOSE guys.
7. Be flexible.
Remember that the calls are not about you, your quotas, or your company’s goals. Sales calls should be all about the customer. Have an agenda but be ready to throw it out the window to accommodate the client.
8. Don’t sound desperate.
Desperation is a sales killer.
9. Utilize video chat when appropriate.
Research video chat and see if there is a way your prospect will agree to a video conference via chat. It helps to personalize your phone interactions. Dress professionally and be on time to the conference call or chat.
10. Close the call with plans for the next call.
Close the call with scheduling an appointment for your next phone call. Before you hang up, set up the time for the next call. At the end of the conversation, say something along the lines: “I have a couple thoughts about how we can help you. Let me put them down in an e-mail.”
Successful Sales Strategy
Finally, one bonus tip that applies to a successful sales strategy: it’s better to be clear than clever. Think about that. By using these straight-forward tips and a little common sense, your sales calls will actually deliver results. Green hosting is one way to stand out. A traditional website hosting firm is commonplace.
Sales calls should be simple and straightforward
Your sales call should be simple, straightforward and 100% factual. Labels should be clearly understood by an employee making calls, while at the same time, assume no knowledge on the part of the people who your business is calling. They may not have any knowledge of your business or how your business can help them, but if your sales call is planned appropriately, you can connect the dots and draw a visual diagram about your product or service and how beneficial it will be to them and their business.
Most of all, remember the objective
Your objective is to pull your prospects deeper in to your business so keep the call simple and useful to the caller.