Refine Your Calling Skills to Make More Sales
By
VendorSeek
How do you feel about making sales over the phone? It can be very challenging. Though you have a phenomenal product or service, it is difficult to convey how it will be advantageous for the potential buyer.
The following article provides techniques to promote phone sales.
The cold call Cold calls are the most difficult period in the selling process. There may have been no previous contact and perhaps no previous knowledge of your business. First impressions are important. Do not bombard the customer with a lengthy introduction. Remain relaxed and pose your dialogue in a way that reaches the buyer. Why would they want to be hearing from you? What can your service/product do for them? Cater to their needs and do not sound pushy.
Be the customer It is easy to lose sight of the other side’s perception. Think of yourself as the receiver. You would want the caller to be honest, polite, knowledgeable, and succinct. If you were being called at work or during dinnertime, you would want an apology for the interruption or an option to be called at a better time.
Be excited It is important to be well informed and have a great belief in the effectiveness of your product/service. The customers will be able to differentiate if you have faith and believe in what you are saying or you are “just doing your job.” Be confident in your product/service and construct the call as if they should feel lucky that you are calling them.
Tell them the benefit It is good to keep track of what works with other customers. What elements of your product/service captures the interest of most customers? Intrigue the person on the line with offers and benefits in using your products/services. People enjoy knowing they are making a good business decision; let them know why talking to you is exactly that.
Smile through the phone The vocal quality of your voice is comparable to a person’s physical body language. People will be able to decipher if you are confident, nervous, insincere, etc. Practice your “phone voice.” Your voice should be natural, but it takes practice to speak clearly and with confidence.
Gather information Even if the person is not interested, it is wise to gather information from them. Why aren’t they interested? What can your company do to improve the attractive quality of your products/services? If they are using the service of a competitor, ask them what is attractive about them.
Address their responses Ask pertinent questions and then direct the conversation and later questions based on the customer’s responses. Pick their brain. Attempt to relate their particular business situation with the products and services that you can provide for them. Ask them what they want to achieve and where their business is heading, and then relate their answers to what your business can offer them.
Listen with a pen People remember only about 25% of what they hear, so it is best to write things down during the course of the conversation. Make sure you clearly understand what the customer is trying to say, and that they understand what you are communicating to them.
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