![]() |
|
![]() |
|
![]() |
|
![]() |
TELEPHONE TECHNIQUES
Selling face to face is different from selling on the telephone. The main role of a telesales person is to generate sales either from incoming calls or by outbound calling. In some the objective is to make appointment and in others it is to make appointments for the direct sales force.
There are key personal qualities that are essential for phone work
1. Self Motivation
2. Determination
3. Sense of Humour
4. Self Esteem
5. Professionalism
6. Enthusiasm
7. Persistence
8. Flexibility
9. Quick thinking
10. Thick skinned
The Customer judges the company by
1. How quickly the telephone is answered
2. Initial Greeting
3. The voice of the telesales person
These 3 creates an impression in the mind of the caller. Many customers judge the company and its products by the way the call is handled. We can influence a Customer to do business with your Company by learning and applying a few simple rules. When we use the telephone professionally we create the climate in which new customers want to do business with, and existing customers want to continue to do business. Our job becomes more and more rewarding as customers respond positively to a more professional approach. The easiest way to start selling on the telephone is to consider the customer, their needs, preference, and emotions. You have to develop a Positive Mental Attitude. Treat each customer as the most important person. Always think to yourself that they are doing us a favour by giving us an opportunity to do business. Never argue with the customer. Know your customers as well as the products.
Sales and Service are the two sides of the same coin. So any company wants to be successful you need extremely good sales people who have great customer service skills. Satisfying customers is actually about meeting their needs. As a Service giver you are faced with challenge of meeting their needs. Good service is meeting people's needs in a way that exceeds their expectations. Your goal is to Serve the Customer at all times.
Selling is all about helping people to buy. The more you try to sell the less people will likely to buy. Never sell, help people make good decisions. People buy for variety of reasons. So it is your responsibility to meet their expectations. People donot buy a product or service. They buy what a product or service can do for them. People donot buy features they buy benefits.
As a salesperson you should know the following
1. Know what your product can do.
2. Believe in what you are selling.
3. Find out what the Customer wants.
4. Share the Customer's point of view.
5. Find the Solution to his problem.
The Sales Process at a glance
1. Structure a Sales Call Plan the call, Set call Objectives, Use Structure, Preparation.
2. The first 30 to 40 seconds is very important. As the time is very limited you have to quickly move to the next stage, that is creating a sale. Once you have got the initial information, you need to quickly present solutions and benefits.
3. Building opportunities, Building rapport, identifying the problem, finding a solution.
4. Offer Solutions
5. Sell Benefits
6. Handle questions
7. Handle objections
8. Ask for commitment
9. Confirm details
The telephone is a necessary evil to communicate and to do business with.
Winston Saga is one of the world's leading sales legends. He is also the CEO of Sales and Motivation International. Winston has been acknowledged as a unique and distinctive authority in the field of sales and personal development. Last year International Biography Centre selected him ''International Man of the Year'' for his outstanding contribution to sales and Service. He has written 100's of articles to magazine, journals and websites.
Visit his website http://www.telesalestips.com to learn more about the author.
I just bought six square pieces of spongy fabric for... Read More
Would you pay $12,500 to discover the keys to great... Read More
Have you ever shopped at Walmart and thought... I need... Read More
I've written previously about how to attract customers and how... Read More
While living in the technology age where everything is computerized,... Read More
What can strike terror into the heart of even the... Read More
We would all like to think that our product or... Read More
American consumers have spoken and have done so loudly registering... Read More
Recently, I wrote about about creating specific, compelling goals that... Read More
How do you get people's attention and build their interest... Read More
1. Mail to your customers more often. If you are... Read More
Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are... Read More
Back in the days when I sold for CTV and... Read More
Use Bundling To Increase Your Profits And Sales An effective... Read More
Can you say who you are and what you do... Read More
Hello Everyone: Here's a unique look at learning how tosell:... Read More
In my opinion, the most overrated topic in sales training... Read More
I went shopping for clothes today.My plan was to buy... Read More
HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More
Selling--a word that strikes terror in writers and professionals. We... Read More
We use only 5% of God's given potential, 95% of... Read More
1. Settle On The Right Way ForwardThe purpose of your... Read More
Many stores on a budget choose to buy a used... Read More
In the course of my career, I've had to deal... Read More
We use this method to find new cleaningcustomers, and it... Read More
Any company in today's global economy must eventually face the... Read More
The time comes for all mortgage brokers and loan officers... Read More
A Simple TruthDo you have the right stuff?Are you consistent... Read More
The largest sale that I ever closed was negotiated over... Read More
Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are... Read More
It is fairly common for real estate companies and mortgage... Read More
As a business owner, I receive my share of sales... Read More
In my opinion, one of the biggest skills of being... Read More
The question: "When should a growing company slow down its... Read More
I believe that everyone understands that no matter what business... Read More
You're not alone. Most people are uncomfortable walking into a... Read More
Selling is just a whole lot easier when you know... Read More
Prospecting is the engine that propels anyone in sales. Without... Read More
"Value-added." That word is used so much it has become... Read More
What comes to mind when you think of networking --... Read More
Last issue we talked about what motivates people to buy... Read More
To be effective your sales letter must be opened, read,... Read More
Most salespeople I know consider cold calling a dreadful, but... Read More
Part one of this article is available at ... Read More
Terminology / AcronymsABC figures: This is the independently audited sales... Read More
? Go through the "no's" to get to "yes." ?... Read More
A closing question asks for a final decision. A trial-closing... Read More
We all know that you can't earn your commission until... Read More
An area that can become profitable for many businesses in... Read More
"I'd love to work with you, but?"How many times have... Read More
Sales Sales |