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Questions To Use On A Telephone Sales Call

QUESTIONS TO USE ON A TELEPHONE SALES CALL TO BUILD RAPPORT
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Facebook Lovers can now get Telesales Quick Video Tips for Free

Special Request: I know some people like to use Facebook so  I have started sales tips and conversations on my Facebook business page  http://www.facebook.com/SalesandTelesalesSolutions

I would really appreciate it if you would quickly visit the page, click “Like” . “Share it” too if you wish and let your friends know they can “subscribe” (as you can) on that page for the whole 10 video series.

“How To Make A Professional Telephone Sales Call” for Free.

http://www.facebook.com/SalesandTelesalesSolutions

Leave a message on my wall to let me know what you learnt from the videos and if you found them useful.

 

 

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What’s New For You In 2013

 
Monthly Q & A Webinars – $97 for the 5 months’ series. This is a chance to ask a question around one of your selling challenges and get the answer you need to move you forward. Bonus $27 Ebook ” Top Telesales Techniques That Work” Vol 1 will be emailed to you when you register. Book your place now for this ongoing coaching at Telesales Webinars 2013  (Limited to 25)Face to Face Sales Training Public Workshops and In-house Training – not just the basics but what really makes a difference to your sales performance (from a pro’s perspective).  Find details at Advanced Selling Skills Sydney  and Advanced Selling Skills Melbourne

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

Next workshops Feb 6 Sydney, Feb 12 Brisbane, March 06 MelbourneDouble your Sales in 30 days! Sales and Marketing coaching and consulting.Sometimes you need an outside expert to pick up on some strategies you could start to increase sales immediately. If you don’t make your investment back you pay nothing! Call 02 9427 3479 to discuss how I can help you.

 

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How To Sell In December

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:-

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How To Motivate A Customer To Buy ( A Little Known Tip)

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.
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Telemarketing Song

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 
and I will gift you an ebook of your choice from www.telesalestraining.com.au/telesales-ebooks.html if you are right. Iif you don’t hear back from me, you know it is wrong.
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How To Open A Telemarketing Call

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. 

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How To Get Past The Gatekeeper

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

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Don’t Get Hung Up! – Now a Best Seller

(How to Sell Products And Services By Phone And Get Any Appointments You Want!)

Order Now

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 :-

  • How to effectively prospect for new customers by phone
  • The best ways to open a cold call and build rapport
  • How to follow up quotes and mail-outs and convert them into sales
  • The little known techniques to call your inactive and existing customers to win business
  • Easy ways to ask for referrals and appointments and much more

 

Try Before You Buy
Free Chapter

adobe document Click here for a sample of the book

“There are so many great tactics and strategies here that you’ll find yourself using Don’t Get Hung Up!) as a daily reference for your personal success in telephone sales for years to come”- Tom Hopkins World renowned sales trainer and author of the book “How To Master The Art Of Selling. http://www.telesalestraining.com.au/telesales-ebooks.html

Don't Get Hung Up! - Buy NowHere 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 
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Is Honesty Important In Sales?

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.  

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