29 Telesales Tips You Can Use

8/3/2019 29 Telesales Tips You Can Use

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29 TELESALES TIPS

YOU CANUSE RIGHT NOW

By Art Sobczak

Copyright, 2007, Art Sobczak, Business By Phone Inc.This ebook may not be reproduced or forwarded without

permission. Anyone can get their own free copy of this ebook,and get more free Tips each week, by going tohttp://www.TelesalesSuccess.com. Or send a blank email [email protected] with Join in thesubject. Or, call 402-895-9399.

Reprint permission granted for up to SIX of these tips in partor whole when the following credit appears:

"Reprinted with permission from Art Sobczak's 29 TelesalesTips You Can Use Right Now. To get your own free copy ofthis ebook right now, and get more free Tips each week, bygoing to http://www.TelesalesSuccess.com. Or send a blankemail to [email protected] with Join inthe subject. Or, call 402-895-9399."
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29 Telesales Tips You Can Use Right Now 3

Art Sobczak - www.BusinessByPhone.Com (402)895-939

Before Reaching the Decision Maker

3.Treat the screener as you would the customer.

This person determines whether or not you'll even have achance to speak with the buyer.

4.Gather as much information as you can fromwhomever you are able, prior to speaking with yourprospect.

Busydecision makers get bored when they answer basicfactualquestions.

Say to screeners:

"I hope you can help me. So I'm better prepared when Ispeak with Ms. Big, there's probably some informationyou could provide me . . ."

5.Have a reason for needing to speak with thedecision maker, and be prepared to sell this to thescreener.

Whatthey're thinking about you:

"Does this person have anything of interest, or of valuefor the boss?"


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6.If leaving a message on voice mail, or with ascreener, be certain it offers a hint of a benefit/resultthat sparks curiosity, but doesn't talk aboutproducts/services.Screeners are told to get rid of salespeople who sound likesalespeople. They talk about products and services. Thosewho are put through talk about the results they may be able tooffer the company and decision maker.

Opening Statements

7.The objective of your opening is to pique curiosityand interestso that they will willingly andenthusiastically move to the questioning.

You must answer, "What's in it for me?"for the listener, orthey will immediately begin the getting-rid-of-you process.

\

8.When prospecting, don't start the call with,

"I was just calling people in your area . . ."

People want to feel like they're the only person you're calling .. . not just one of the masses from a list of compiled names.

9.Use what I call "weasel words"when openingprospecting calls:

"depending on," "might," "maybe," "perhaps,"and"possibly."


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These are non-threatening words that intimate you might havesomething of value for them, but you really need to askquestions first.

For example:

"Depending on what you're now doing in the area ofemployee benefits, I might have something that couldpotentially increase the number of options you offer,while possibly decreasing your overall contribution. I'dlike to ask you a few questions to see if this is somethingyou'd like more information on."

Questioning

10.Get information before you give it.

How could you make an effective presentation otherwise?

11.Don't use a "benefit list"to present from.

Instead, use it to create questions to determine if those"benefits"truly are of value to your prospects and customers.Some "benefits"could actually be liabilities.

12.Ask one question at a time.

That's how many they'll answer at a time.


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13.After asking, be quiet.

Resist the urge to jump in if they don't answer immediately.

Don't be intimidated by silence. They're likely thinking aboutwhat they're going to say.

14.After they've finished, count to two (silently, ofcourse).

This ensures they're done, plus they might continue with evenbetter information.

15. Be confident in your questioning.

One reason reps ramble with questions is that they're not

prepared or confident. Prepare your questions. Role play themwith yourself if necessary.

16.Always know where you'll go with answers.

Regardless of the answer.


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17.Quantify the problem whenever possible.

"How often does that happen?"

"How much do you think that is costing you?" "Howmuch time does that take?"

18. Resist the tendency to present too soon.

Some reps get so excited when they hear the slightest hint of

an opportunity they turn on the spigot of benefits.

Hold off, ask a few more questions, get better information, andyou're able to craft an even harder-hitting description ofbenefits, tailored precisely to what they're interested in.

Sales Recommendations

19.Again, you should only talk about yourproduct/service after knowing specifically how it willsolve the problem, meet their need, etc.

Then you can tailor your remarks specifically and personallyfor the listener.


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20.Avoid the question, "Anything else?"whenattempting to upsell.

Just like when a convenience store clerk asks the samequestion, the answer is usually, "No."

Instead, give them a suggestion, and help them answer.

For example, after they agree to buy an item, or a service,say,

"Many of our customers who get _____ from us, also findthat ____ is also very beneficial for them. What are younow doing/using/buying in that area?"

Getting Commitment (Closing)

21.Closing is not the major event in a sales call.

It's the natural, logical, validation of the professional salesprocess up to this point. It is like the football team running theball in from the one-foot line. What is most important isgettingthe ball to the one-foot line. What IS important whenyou get there is that you run the final play: asking.

Commitment also must be gained on every contact in order tomove the process forward. If there is to be a follow-up contact,and information is to be sent or faxed, there must becommitment on behalf of the prospect regarding that material.


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22.Ask large. Think big.

Buyers will often move down from a large recommendation,but they rarely move up from a small one. Those who ask thebiggest have the largest average order size.

Never suggest more than is in the best interest of thecustomer, but not making a large enough suggestion whenappropriate is actually hurting the customer.

23.If you're going to schedule a follow up call, get a

commitment of some type.

Why would you call back otherwise?

If they won't commit to doing anything, reviewing yourliterature and preparing questions, surveying their existinginventory, etc., they likely have no interest.

Addressing Resistance (Objections)

24.Objections can be avoided by doing everythingelse correctly up to this point in the call.

When they do occur,resist the tendency to attack in defense.

You must back up and revisit the questioning stage of the call.The voiced objection is simply a symptom of the real problem.

Start by saying:

"Let's talk about that."


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25.Most price objections start in the mind of thesalesperson.

Many sales reps aren't 100% sold on the value of theirproduct, therefore they're apt to offer price concessions even

when the prospect doesn't flat-out ask, or they present pricewith a shaky tone of voice.

Ask the right questions, present the results of what yourproduct/service can do, and state the price boldly.

Wrapping Up, and Setting Up the Next

Action

26.When sending information, samples, demos, etc.,know precisely how they'll evaluate the material.

How will they know if they like it? What criteria will they use?This way, you'll both be clear as to what would need tohappen in order for them to buy.

Your Attitude and Self Motivation

27.You never have to experience rejection again.

After all, what is rejection? It's not an experience, it's yourdefinition of the experience. So, ensure that you accomplishsomething on each call, and you can hold your head high witha sense of achievement.

Remember, a decision of any type is better than shadow-chasing someone who will waste your time with wimpy ormisleading statements that cause you to believe there's achance, when, in fact, there's not.


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28.A good way to end a call where you don'taccomplish your primary objective (and to neverexperience rejection) is to plant a seed for the future.

Give them something to look for, based upon what youuncovered during the call . . . something that might just causethem to call you back.

For example:

"Pat, it looks like we don't have a fit here, today, but Isuggest that if you ever find yourself needing anemergency job finished, and don't have the staff to handleit, give us a call. We specialize in those type of projects,

and would love to talk to you."

Everyone has been surprised by those written-off prospectswho later called to order. This is a way to proactively make ithappen more often.

29.As a sales professional using the phone as your

main method of communication, you perform afunction that very few people in the world could dowell, or would even want to try.

And that's persuading someone to take action and make adecision, based almost solely on the words and ideas thatcome from your mouth. It's quite an awesome feat when youthink about it.

And do think about it. It takes a talented individual to be able

to do that well. You are that person. Feel proud of what youdo, and always strive to get better!


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Weve just scratched the surface with these 29 tips. If youdlike more in-depth, how-to material on each of these parts ofthe professional sales call,

After going through these tips,

Questions I often get are,

How can I get to the decision maker without being screened?

What can I say on voice mail?

What can I do to create interest at the beginning of a call?

How do I avoid getting brushed off?

What do I say when they try to brush me off?

What are some great questions to ask?

How can I be persuasive on the phone without sounding likea telemarketer?

What can I say to close the sale, appointment, or move the

process to the next step?

How should I handle objections by phone?

How can I beat rejection and stay motivated when I get noafter no.

Maybe youve asked, or wondered about these questions too.

Usually Id give a brief answer, and perhaps direct thequestioner to my website to see an article or look at one of mybooks or audio programs that might answer it.

Well, I decided to put together one single resource thatanswers all of these questions.


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Its a brief 70-page e-book: "How toPlace the Successful Sales andProspecting Call- Exactly What to Sayand AVOID to Get Agreement andEliminate Resistance."

And you can have it in your handsand get these questions answeredwithin seconds

In this book I take you step-by-stepthrough the Seven-Step sales callprocess. This is the same process Iteach at my $895 Telesales Collegetwo-day seminars. The same process

companies pay about $10,000 per day to have me customizeand deliver in a training session for them.

Here Are The Spec i f ic s You' l l Get

In this step-by-step guide, we cover

Planning For Your Call- Exactly what to do before picking upthe phone to ensure success, and set your call apart fromevery other one they receive that day. Bonus: Also see how

you can AVOID rejection and never experience it again.

What to Say Before Asking for the Buyer - Regardless ofwhether youre prospecting or selling to existing customers,you can get valuable information before you ever get to thebuyer. Learn how to ask, what to ask for, how to avoid beingscreened, and how to deal with voice mail.

How to Create Interest in the First 20 Seconds. Mostpeople blow it right here. See what to avoid, and what to say

in order to seize interest.

Questioning to Move Them Into a State of Mind WhereThey WANT What You Have. Lousy salespeople dont askquestions. Good salespeople ask the most basic questions.The BEST salespeople ask questions at the next level. Usethe simple Iceberg Theory of Questioning and youll get tothat level.


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Any one idea in any one of these sections could make thedifference in getting to and selling that tough decision maker.Or, helping you reverse a tough objection that in past blew youoff the phone

"I just got off the phone with a prospect who informed me thatthis was the first time he gave a sales call more than 3seconds over the last 10 years. I used your openingstatement advice to attract his interest.Cameron Mitchell, Ryzex Group

Art, I have been in some kind of marketing, mostly sales, forjust short of 50 years. Your stuff is among the very best Ihave come across.

Peter Quinn, Sr

And by following the process, youll be more confident inEVERY call you place. And youll sound like a polishedprofessional.

What would all of that be worth to you?

Many times more than the tiny ridiculously low investment in

this e-book:

Just $29.

Thats it. Just $29. for everything in this book.

Don't wait. Don't even think twice about it. Order it right now.

Go to http://www.businessbyphone.com/HowToPlace.htm
http://www.businessbyphone.com/HowToPlace.htmhttp://www.businessbyphone.com/HowToPlace.htmhttp://www.businessbyphone.com/HowToPlace.htm

29 Telesales Tips You Can Use

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