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“How To Make A Professional Telephone Sales Call” for Free.
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Next workshops Feb 7 Sydney, March 7 MelbourneTelesales Public Workshops and In-house Training-
Learn how to promote yourself, your products and your services by phone and secure all the appointments you want. Find details at Telesales Workshops 2013
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December is your chance to become even more active on the phone.
Here are 3 Actions you can take:-
A) Call your best clients to say “Thank You” personally, give them your best tip for next year and wish them a happy Christmas.
B) Ask them how you can help them next year giving at least 3 suggestions.
C) Call all the people to whom you have sent quotes in the past year. I will be doing that myself and can guarantee from experience that you will convert 20% of them into sales when done professionally.
If you cannot reach them, here is what you do:-
Customers are motivated to buy for their reasons, not ours, and deep down, they buy a benefit you offer for one of two reasons; to avoid pain or gain pleasure.
To be an excellent salesperson then, it would be important for you to recognise whether a person is a “towards pleasure” person or an “away from pain” person so you can describe the benefits of your product in the appropriate way.
For example, if you were promoting a stress management programme, the customer might be influenced to attend if you told him the programme was guaranteed to reduce stress (“away from pain”) or he might be motivated to attend if you told him he would improve his functionality (“towards pleasure”.)
It is therefore important to listen to the customer’s language when you are finding out his needs. Does the customer talk in “away from” or “towards pleasure” language.
Something a bit different on telemarketing this month.
I thought you might enjoy this little song on www.youtube.com that my hip-hop singing son and I created. It covers all the essential ingredients of a good telephone sales call. Many people around the globe are using it to start their day. I hope you will too. Please Click the “Like” Button if you like it. http://www.youtube.com/watch?v=4XtknVem1B8
If you recognise the voice of the famous hip hop singer in the telemarketing song email me to tell me on
When you do telemarketing or prospecting (whichever you personally classify yourself as doing, it is the same thing), I am constantly reminded of the importance of opening a telemarketing call with a good “interest-grabbing statement” to make people want to hear more.
This is so important to leave on a voicemail message too. If you don’t take the time to develop your interest grabber, you’ll probably sound like every other salesperson.
An interest-grabbing statement contains one unique or distinguishing benefit that leaves a lasting impression on your prospect. It differentiates you from your competition.
I was training 26 telemarketers on the Gold Coast who worked for a debt collection company. We came up with a great introduction for them. They used to say “Hi this is ____ from Marshall Freeman. We are a debt collection company.”
Well, so what! That was all about them. The person you are talking to wants to know what the benefit is for them so we changed their opener to “Hi, this is ______ from Marshall Freeman Collections. We help you turn your debts into cash.” (Then it’s time to stop talking, start listening and launch into open-ended questions to find a need).
It was this same company that said they did not ever leave a voicemail message when prospecting for new business.
Two of my coaching clients told me last week that getting past the gatekeeper is their biggest problem at the moment. I will therefore share with you in this month’s Tips Newsletter why this might be and what to do about it. There is a big chapter on this in my book “Don’t Get Hung Up!” but I will give you a few more strategies here to add to your repertoire.
4 Reasons Why You Might Fail To Get Past The Gatekeeper
You sound timid, hesitant, apologetic or unsure of yourself
You start selling your products and services to the gatekeeper
You are asking for the name of the decision maker (This shows it is a sales call)
You have not planned your responses to possible gatekeeper questions
Strategies to Try
Having just returned from a gorgeous holiday on the islands of Mykonos, Paros, and Santorini, I’ll never forget what happened on Santorini.
We arrived by boat at the port and could not see a single taxi to take us to our hotel. An excited, prospecting salesperson standing outside the car hire office, took his opportunity to invite us in and proceeded to sell us the idea of hiring a car. He asked how long we were there for (only 24 hours) and said that hiring a car would be our best option. Then we could see the whole island. “Anyway”, he said, “a taxi to your hotel would cost 30 euros, taxi to the airport next day 30 euros and I will give you a good deal of 80 euros including petrol and insurance to hire the car for a day with a drop off at the airport. It seemed like a good idea so this is what we did. We realised hiring a car at the port was not probably the cheapest place to hire a car but it was at least convenient.
When we got to the hotel, out of interest, I asked how much a taxi from the port would have cost. I was told 15 euros . It would be the same price to the airport and the car hire place next door would have been half what we paid!
Hmmm. We felt ripped off.
If you have been reading my tips for a while, you will know the importance of having an interest grabbing opening on a cold call – i.e; one sentence that will make the customer want to hear more from you. So it’s not:-
“This is Sally Smith from XYZ Computer Services. I would like to tell you what our company does.” or “I’m Simon from XYZ IT. We do computer hardware and software and I wondered if you would like some information on this?”
It must be a sentence with a major benefit to the customer, i.e. the results the prospect might gain from using your services. For example, this opening would have more interest:-
“This is Sally Smith from XYZ Computer Services. We can offer you a service which guarantees your computers will never be out of action for more than 24 hours if they go wrong.” (The aim is to create curiosity.)
More Ways to Open The Call