Need A Sales Boost ? Try These!

The telephone is still the best and most effective way to reach people. It can help generate more sales and build your business. Unfortunately most people don't like the telephone and don't use it effectively. In order to become more proficient using the telephone, you need to follow some basic guidelines and then practice, practice and then practice some more.

Like everything else, selling by using the telephone has changed over the years. The hard sell approach doesn't cut it today. With voice mail, answering machines, tele-zappers, and caller ID the old fashion way doesn't work any longer.

If you are selling a high end product, trying to do it all on the first call doesn't work. You need to go through a couple of stages to get your end result ? the sale. First you need to introduce yourself. Tell them about you, your business and your product. Next try to set up an appointment to go into further detail. Or maybe send some information before calling again. Moving one step at a time gives the customer time to become familiar with you and your product. It also gives your customer time to realize how important your product is to them.

You need to be confident and positive. As we have told many of our students, if you don't feel like getting on the phones ? don't. That negativity and lack of enthusiasm is going to come through on the telephone. Many years ago when I was working in corporate America as a receptionist my supervisor told me to always answer the telephone with a smile on. That smile carried over into the impression the caller received when contacting a company.

So be sure that a positive attitude comes through . Remember, the old adage, "you must first sell yourself, then sell your product".

Also of utmost importance is to know what you want to say. If you use a script, have it handy, but don't just read it. I can tell immediately when a call I get is being read from a script. Write down an opening statement (for example, Hi , my name is Susan from Home Business Solutions. I'm calling about the home you have for sale. Are you the person to speak with? What's your name?). Make notes of points you need to cover. Practice saying what you want to say until it comes naturally. Be sure you make strong statements. Avoid the words: maybe, could, but.

You also need to know your product. You have to perceive its value before you can convince someone else. You have to know what it does, how it works, and be able to describe it in terms that the layman can understand. You also need to explain the benefits of your product.

One of the first things I go over with our students regarding our telephone script is that they must learn to listen, and I mean really listen. You can tell a lot about your customer just by hearing what they are saying. Also be sure you ask their name, and then use it now and then. Don't overuse their name because this can become very annoying. My philosophy is if I hate it, so will someone else.

Be sure to ask questions to encourage them to talk about themselves. Empathize. However, don't do a lot of talking until you are sure you understand. Let them do the majority of talking.

If you pick a certain time frame to make your calls, or do a certain number of calls in a row, try to say it a little differently each time. If you don't you will start to sound stale, lose your happy voice and sound as if you are reading a script. So if this starts to occur, take a break, or stop for the day.

As we discussed earlier in this article if your product is a high end one you will make several calls to establish a relationship. Once you have done this, and they remember who you are, introduce something new about your product. Keep a record of your calls, and details of what you discussed previously, so that you know where you stand when you call again. When I worked for a franchise company, I kept a record of every call that came in from franchisees or calls I made. First, my employer was amazed at the amount of knowledge I had about franchisees at my fingertips, and more important the franchisees felt like they were the only one, I knew them so well.

Using the telephone can help you get repeat business. For certain products, you can call customers to see how they are doing with the product. Maybe there are additional questions you could answer or problems you might be able to solve.

If everything is going well, you have a excellent opportunity to introduce your newest product, and hopefully, make another sale. This is also a great time to ask for referrals. Even if the follow up call doesn't pay off right away, you are building a relationship with this customer. Remember it is a lot easier to keep a customer happy than to find another one. Your follow-up also builds credibility with your customers.

Doing the above will give your business a boost.

Copyright 2003 DeFiore Enterprises

Interested in having your own successful, home based creative real estate investing business? Chuck and Sue have been helping folks start successful home based businesses for over 19 years, and we can help you too! To see how, visit http://www.homebusinesssolutions.com for the latest FREE tips and tricks, educational products and coaching in creative real estate investing and home based businesses. No time to visit the site? Subscribe to our "how to" Home Business Solutions Digest, it's like having your own personal coach: mailto:[email protected]

In The News:


Business 2 Community

Inside Sales Training: What Your Reps Need to Know to Beat the Competition
Business 2 Community
After all, inside sales training should be at least as thorough as training for field reps and probably more so. That's because inside salespeople need the same skills and expertise as road warriors, plus they have additional challenges because they ...


ATD (blog)

Using Microlearning and Reinforcement Techniques for Sales Enablement Success
ATD (blog)
Sales professionals have undoubtedly sat through many annual sales kick-off meetings, product launch training sessions, and classroom lectures wondering what they were trying to achieve. However, managers hope these events will impart the knowledge ...


Windy City Times

CME trader McGathey to host sales training
Windy City Times
McGathey, an openly LGBT business owner, will be discussing the new B.A.N.K. system, "a reverse-engineered personality profiling system designed to dramatically improve your Communications, accelerate your Negotiations, and Close More Sales.".


Dig It: 3 Ways Anthropology Can Enhance Sales Training
Chief Marketer
synergy-puzzle-teamwork-850 According to the Harvard Business Review, the average business spends three times more on their sales training and sales enablement than they do on their media spend or marketing efforts. This shows that companies are ...


Florida Trend

Take the mystery out of selling
Florida Trend
Give your non-salespeople both the skills and appreciation for selling with training created just for them. Bring in someone who will teach basic sales principles and how to talk with a buyer when the situation calls for it. No dry and boring sales ...


CRN

Channel Sales Chief Jensen Kicks Recurring Revenue Strategic Selling Into High Gear With HP University
CRN
The "revolutionary" training for the first time provides solution provider sales reps with HP's extensive catalog of sales training including strategic solution selling, fundamentals of sales, advanced negotiation and solution selling, said Jensen ...

and more »

The Recorder

Recycled art sales to help plant trees in Vietnam
The Recorder
Peace Villages are schools in Vietnam cities and town offering rehabilitation and vocational skills training for these children. “Further, his creations are all made from recycled materials, thus restorative in the spirit of our 10,000 Trees for ...


Las Vegas Review-Journal

RedFlint in Las Vegas offers credentialed workforce training
Las Vegas Review-Journal
“You'll be able to put yourself through a road map of how do you go from sales training to Salesforce training, to different cybersecurity trainings, to you can actually climb the corporate lattice,” said Shavonnah Tièra Collins, managing director of ...


Sales class getting real-life training
Times Daily
It is going to be the job of UNA sales students to find businesses and sell them on being part of the program. It is experiential learning that will give students the experience necessary to be a success when they enter the sales workforce, said Tim ...


The Herald Bulletin

Spirit Fest craft sales intended to help prison dog training program
The Herald Bulletin
Submitted photoThese are some of the crafts made by inmates at the Pendleton Correctional Facility that will be for sale at Spirit Fest today at Camp Chesterfield. Money from the sales will be used to help buy food and veterinary care for dog training ...

Google News

Quick Tips On Handling Rejection

Looking for a way to handle rejection?Edward W. Smith, motivational... Read More

The ?Shocking? Sales Strategy of Saying THANKS!

I would like you to begin thinking of mailboxes in... Read More

Do You Want Fries With That? - Using Suggestive Selling to Increase Your Sales

Suggestive selling is a powerful tool that can increase your... Read More

Humanize the Sales Process

Q & AQ. Sometimes when I'm presenting to clients, I... Read More

Focus On The Customer: The Only Secret To Closing

People are always looking for ways to close the sale.... Read More

Elearning Is Dead - Long Live Blended Learning!

There is little doubt that eLearning has not achieved the... Read More

The Road to Pendingville is Paved with Good Intentions

If you've been in sales for any length of time,... Read More

Sales Marketing: 10 Amazing Secrets To Sell Any Product Fast.

Implement these smart sales marketing secrets and you'll be capable... Read More

Ideal Clients - Who are They and Where Do You Find Them?

Ideal clients are the ones who are perfect for you.... Read More

Secrets to Getting in Front of Your Best Prospects

As a salesperson, your ultimate goal, of course, is to... Read More

Have You Prepared for Success in Sales?

My wife and I watched the movie Ray a couple... Read More

Using the Consultative Approach to Gaining Sales

What do we mean by a consultative approach?When you hear... Read More

The Processionary Caterpillar Syndrome Costs You Sales?

Some years ago I read and interesting story that illustrated... Read More

TheTop 10 Reasons Why Salespeople Get Outsold

In my business, it has been an interesting and very... Read More

Why Salespeople Dont Take Risks

Proponents of traditional sales training simply teach the material, sometimes... Read More

Your Sales Process Isnt

A lot of energy is expended within selling organizations as... Read More

Customers For Life

Who's talking to your customers? Is it your competition? Why... Read More

Smart Discounting: The Right Way To Discount Your Products

If a store had a great discount in the middle... Read More

Shout At Your Customers - Theyre Hard of Hearing!

Some people say we live in the Information Age.I call... Read More

How Pareto?s Principle Impacts Your Sales Success

Pareto's Principle {the 80/20 rule) is vividly illustrated in the... Read More

How to Sell to the Devils Advocate

There is a car commercial running were a husband is... Read More

Acquired Expertise: Attitude and Confidence

"I recommend the 5.8 GHz Digital Phone, because it suits... Read More

Sales Strategies: Its Not Who You Know - Its What You Know

We are all in sales. We all selling in every... Read More

Catapult Your Business?How to Get Customers to Chase You Instead of the Other Way Around

I was thinking about the statement:The Small Business Administration tells... Read More

Unlocking the Myth of Hypnotic Communication

Unquestionably when the word hypnosis pops-up in a conversation or... Read More