14/01/2018
10 golden secrets of telephone sales.
The difference between phone sales and the usual is that you can not communicate face to face. This causes some difficulties. Therefore, you need to learn a number of golden rules.
1. The first secret of telephone sales - every customer is important. Translation from English to Russian. Conspiracy, you still do not know whether your interlocutor will become your buyer or regular customer. But all the same it is necessary to treat him with respect, be friendly and polite. This is the first step in order to put a person to yourself.
2. Do not be afraid of failure. Most people were able to become successful salespeople, despite the fact that they were smart, passed various courses of trade management and knew their goods. They were afraid of failure. If this is the case, then you can not achieve success in any region - be it a job search, acquaintance with a girl (or boyfriend), searching for clients for a company.
Among the successful people there is one rule: "for every 10" no "there is one" yes "." Do not be afraid of failure - this is the main secret of telephone sales and success in general.
3. Do not end the conversation after the first "no". Customers can not always pe*****te the uniqueness and usefulness of the product you offer. And of course, at first they can refuse. Therefore, only after you receive three physical "no". You can end the conversation. But do not apply to say that you will call back later, so that the interviewee had time to think it through again.
4. Remember: a person does not see you on the phone, but feels very well. Communicating on the phone the interlocutor can not see your gestures, posture, your view. But he can get all the necessary information from your voice. By your intonation and emotions, you can easily determine whether you are lying or telling the truth. When your voice is boring or not sure, whatever you say - they will not believe you!
If you are talking about the merits of the product, if you are interested in selling or closing a deal. Then your voice should be clear, confident and positively emotional.
5. Refer to the client by name or by name and patronymic. The client will always be pleased with this communication. Successful salespeople always use this method - it's their secret of telephone sales. They call an interlocutor by name, when they say hello, they ask a question when they say goodbye, and just during a conversation.
6. Be prepared for objections. The secret of telephone sales is successful work with objections. If there were no objections, then the client is not interested. Before calling potential customers, prepare a list of possible objections and questions. Often this is "why should I trust your company", "what are you better than your competitors", "what is good about your product", "it seems to me that you are not all talking." The more convincingly you answer these and many other questions, the higher your chances of success. This is the secret of telephone sales. Therefore it is very important to work out possible variants of objections in advance.
7. Be able to listen. People appreciate when they are listened to. If you show the interlocutor that you can listen, then it sates them to you. This will help establish a benevolent tone in communication. In addition, by listening to the client, you can understand what he needs, what to focus on in conversation.
8. Appreciate both your time and the time of your interlocutor. All business people have their working time. Their success depends on how they manage this resource. Therefore, if you spend someone else's time in vain, it will simply anger your interlocutor. And if you waste your time, you will never be successful.
To avoid such situations, you will need to prepare your presentation in advance.
Standard conversation scenario of the following items:
Greeting
Request to invite the person to the phone
Representing yourself and the company (name, surname, company name, what the company does)
Brief presentation (what are the key advantages, properties)
Work with objections
Making a purchase or making an appointment / after the call
Ending a conversation
9. Tell us about your customers and partners. This can be done at the stage of working with objections, or during the presentation ("We are trusted by such companies as ...", "our customers are ...")
10. Try to arrange a personal meeting. The secret of telephone sales and the key to their success is personal contact with the interlocutor. For example, if the client has agreed and asks to send a commercial offer, say that you will bring it personally to answer the questions, suddenly they will appear.
