- Start sales calls with a bang.
- Buy as much time as possible.
- Don’t bad-mouth competitors.
- Use awesome labels.
- Set the agenda and stay in control.
- Stand up.
- Use emphasis wisely.
- Adopt a cold-calling persona.
A lot of salespeople are really disappointed by this. Data is essential to mastering how to sell over the phone, but they don’t want to hear it. However, the truth is that if you’re calling prospects without the proper information (i e. , precise contact information, and prospect data), you’re squandering a ton of time and effort.
Getting people on the phone is difficult by nature. So be sure to give yourself a fighting chance by gathering the appropriate phone numbers and prospect information before you put in all that effort to sell over the phone. That way, you’ll be off to a good start when you do get prospects on the phone. You never want to hear, “Sorry, your information is outdated—I left that company three years ago,” or something similar. ” Data is everything.
When you sell over the phone, the more individualized your outreach, the more successful you’ll be Prospects are sick of hearing from salespeople who are just dialing numbers all day, and they are tired of telemarketers.
You need to make each prospect’s message extremely personalized if you want to stand out from the crowd. To the best of your ability, demonstrate to them that you are aware of their identity, the company they work for, and the events taking place in their world. Your prospects are much more likely to open up to you on the phone if you can do this. They’ll think, “This person has done their homework clearly,” to themselves. I’m willing to talk to them. ”.
Nothing is slower or more clumsy than physically dialing a phone number. However, a power dialing system enables you to make calls using your computer, and once that call is over, it will automatically make the next call for you. The amount of dials you can place in an hour is greatly increased by this alone.
PHONE SALES TECHNIQUES THAT CLOSE (MY TOP 7)
19 phone sales tips
The following 19 suggestions can help you improve the way you make phone sales:
Ask discovery questions when planning what to say
The purpose of discovery questions is to enquire into why a salesperson might pose a particular query during a sales call by taking into account the audience and possible responses. You can consider the inquiries you intend to make during a sales call and consider how the questions advance the value you wish to communicate, how clients may perceive the value, and how they may react to your initial inquiry in order to create a few discovery questions.
Practice responding to objections
Customers may make comments in response to a sales call that suggest they may not be interested in making a purchase, which are known as objections. You can design your sales strategy to take into account each potential objection and formulate a response that addresses any concerns a potential customer might raise, potentially resulting in a sale, by practicing how to respond to these objections, which may include statements like “I don’t have time to talk right now” or questions like “How much does this product cost.”
Focus on the reason for a call
When conducting business over the phone, salespeople typically make both inbound and outbound calls. It can be helpful to concentrate on the reason the customer is calling to make sure you can give an effective response because when a salesperson receives an inbound call, they might not have a specific script to follow or questions to ask as they would if they were making the call.
For instance, it might be advantageous to concentrate the conversation on information pertaining to the customer’s question if they call to inquire about how simple it is to assemble a specific product so they feel heard and satisfied. Additionally, doing so might improve your chances of persuading the client to make additional purchases.
Stay motivated
Maintaining your motivation despite the results of each sales call you make can be helpful because making sales calls might not always result in customers buying a product. This is due to the fact that even if a call does not result in a sale, there is always a chance that the next one you make will. Preparing for outcomes that you might not want so that you can react skillfully in any situation is one way to stay motivated in any situation.
Listen actively
On a sales call, letting a customer know they are being heard can make them feel valued and persuade them to buy something from the salesperson they are speaking to. During a call, one way to ensure that a customer feels heard is to actively listen to what they have to say and use that information to inform any follow-up questions you may ask them.
For instance, you might begin your response by saying, “I know you’re interested in the cost, so here are a few more details about the price,” if a customer expresses a desire to learn more about a product’s price. “.
Ask about the customers budget early in the call
Knowing a customer’s budget can help shape the conversation during a sales call and guarantee that the salesperson makes suggestions that satisfy their needs. Since a customer’s budget can reveal which services they may be genuinely interested in and which a salesperson may not need to provide more information on, this can be especially helpful for salespeople who sell services or subscriptions with different tiers of membership.
Take breaks throughout the day
A large number of salespeople who conduct business over the phone can place and receive a lot of calls each day. Being on the phone for an extended period of time can wear down or strain employees because it’s typically a stationary activity. This is why taking breaks throughout the day can help to prevent you from getting tired or tense and maintain a positive level of energy.
Planning to take a break after every call or after finishing a certain number of calls is one way to maintain a regular schedule of breaks.
Be transparent about all product details
In order to increase the likelihood that a customer will buy a product, it can be helpful to go over all the crucial information about it during a sales call. Additionally, it can prevent the omission of information that might influence a customer’s decision to purchase a product, increasing the likelihood of customer satisfaction and decreasing the number of customers who believe that what they buy differs from what was discussed over the phone.
Prepare what you want to say
You can better organize your thoughts and ensure that your ideas are understood over the phone by having a plan of what you want to say before you pick up the phone. The majority of telephone salespeople use a script or list of questions and topics to discuss with the customer. This can also guarantee that you cover every point that might help you close a deal.
Establish a clear goal
Having a clear objective can help you focus your sales efforts and ensure that you cover all the details during a call that could lead to a sale. While the ultimate objective might be to close a sale, you can also establish more specific objectives, like addressing at least one customer question during each call or selling a particular new product.
Use a conversational tone
While the goal of a sales phone call is to persuade customers to make a purchase, using a conversational tone as opposed to a professional tone can be effective. This is because using a conversational tone can help create a relaxed, calm environment where customers may feel more inclined to make a purchase if they feel at ease with the person they’re speaking to.
Maintain records of your calls
You can use the data you gather from your calls to guide your future phone sales by keeping track of it. This can help you by giving you advice on what sales techniques seem to work, what aspects of the products customers seem to respond to the most passionately, and which elements of your sales strategy you might need to adjust. You can make notes about your callers’ demographics, how many callers make purchases, and which of your statements seem to elicit the most reactions from customers when you keep call logs.
Record yourself speaking
To improve your chances of persuading customers to buy a product, it can be helpful to actively practice speaking because conducting sales over the phone can require strong communication skills. Making a recording of yourself speaking on a call or during a practice call and listening to it later is a great way to improve your communication skills. Then, you can evaluate your performance and note any areas where you feel like your phone communication could be improved.
Make connections with the people you call
Making a personal connection with the customers you call can improve the experience by putting them at ease and creating a welcoming environment for conversation. You might discover connections such as sharing a common hobby or interest, or coming from the same hometown, city, or college. Finding these connections can also assist you in developing rapport with clients, which might tempt them to do business with you again in the future.
Create a comfortable workspace
Making your workspace comfortable can keep you motivated and prepared to make sales calls. This is due to the fact that many salespeople spend a significant amount of time on the phone each day, which increases the risk of muscle strain or cramps. Get a chair you feel comfortable sitting in, organize any clutter from above or beneath your desk that might get in the way of your work, and add some personal items to your workspace, such as family photos or motivational quotes.
Focus your energy only on calls
While multitasking can be useful in some aspects of a sales job, it can be beneficial to concentrate on your conversations while making sales calls. This can help you stay focused and limit your conversation to subjects that might result in a sale. You can try to lessen the number of potential distractions in your workspace, such as turning off the notifications on your personal accounts, to practice focusing on your calls.
Emphasize how you can benefit the customers you speak with
Showing potential customers the benefits of the goods or services you are selling is a great way to increase your chances of making a sale. Before making recommendations, it can be useful to understand each customer’s needs and interests because the specific benefits might differ from one customer to the next. Then, you can point out specific features of a product that can directly benefit the client you’re selling to and describe how doing so will improve their lifestyle.
Showcase your past successes
When customers are aware of how a product has been successful in the past, they may be more likely to buy it. You can highlight your prior successes when making a phone-based sale of a good or service by providing examples of times when clients have used your services and been pleased. You can also highlight particular features of a product that consumers might consider to be successful, such as whether it offers a creative solution to a problem.
Follow up with customers who make purchases
Even though the goal of many sales calls is to acquire new clients, you may also make sales calls to clients who already buy goods from your business. When speaking with these customers, it can be helpful to follow up on their prior purchases by asking them how satisfied they are or whether they might consider doing so in the future. This can help your current customers feel appreciated and prepare you for your upcoming sales calls by giving you feedback on your products and the shopping experience your business provides.
What are phone sales?
Phone sales happen when a salesperson calls prospective customers to promote a product or service and persuade them to purchase it. The majority of phone sales are started by sellers because they can introduce themselves by calling potential customers who may not be familiar with a company or its products. Additionally, salespeople can call current clients to inquire about their experiences and solicit future purchases.
12 more tips for phone sales
Here are a few more phone sales tips:
FAQ
What are the 3 most important things in sales?
- Sincerity: Listen without predetermined opinions; it’s not about your requirements.
- Don’t try to convince someone of something; instead, pay attention to what they want.
- A – Asking – Help others by providing them with information that will enable them to make an informed purchasing decision.
How do you attract customers over the phone?
- Direct them where they need to go the first time.
- Reduce wait times. …
- Make small talk. …
- Use positive language. …
- Be an active listener. …
- Offer additional follow up if needed.
