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:-Read more
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
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.Read more
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.
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
(How to Sell Products And Services By Phone And Get Any Appointments You Want!)
In one book you will find The Telephone Selling Tips You Need To Increase Sales by 30-100% Immediately! These skills are vital for all sales people, call centre staff, network marketers, mortgage brokers, advertising salespeople, insurance salespeople, recruitment and real estate salespeople, financial services, business owners, in fact , everyone who conducts business by phone.
Turn your phone into a money -making machine and discover :-
Try Before You Buy
|Here is what others have to say:-“Jenny shows you how to use your telephone as a superb business tool to get all the appointments and sales you can handle!”
Brian Tracy – Author “The Psychology of Selling”“If every salesperson and telemarketer could learn the techniques and tips in this book, a lot more business would be closed and $$$ earned. Thank you for sharing your expertise with the world.”
Michael Meredith Chairman – Australian Teleservices Association“This book takes you through a step-by-step process on how to make a professional and effective sales call on the phone. There are pearls of wisdom at every step which could be worth thousands of dollars to you.”
John Nevin – Former Director of Direct Selling AssociationA$29.95 inc. GST
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.Read more
“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.)
Here are a few strategies that I have found successful:
1. First of all ask yourself a few questions like; “How will I change my approach to create more interest for the prospect to go ahead now?”, “What information can I give the prospect that would cause them to say that they were better off taking my call than they were before taking it?”, “What does my prospect want to get and what do they want to avoid?”
2. When the prospect does not want to do anything yet, ask them a few questions like “What is the real reason you are not going ahead now?”, “Are you saying that because you do not think you are going to get a return on your investment?”, What decision making criteria did you use to make this important decision?”
3. Become a problem solver. Come up with some thoughts such as; “Let’s work out how much it is costing you to do nothing about your situation” or “How much time are you spending on _____ and “How much is that costing you right now?” Then ask, “How long do you want to go on wasting that (time or money)?”Read more