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How To Coach Yourself To Make Telephone Sales Calls

 

How to Coach Yourself To Make Telephone Sales Calls is very similar to how to coach yourself to do exercise.

I am very disciplined about doing some form of exercise every day of my life but this morning I really did not feel like it.  Thoughts ran through my head like “Have a day off”, “You deserve a rest”, “One day off won’t matter”.

Then the self motivational voice kicked in with the reasons why I should go to the gym even if I did not feel like it. “You know you will have much more energy after going”,   “You will feel so good,” “Your brain will function so much better and you will get twice as much done when you get back.” I listened to that voice and I am so glad I went. That’s what inspired me to write these tips to you straight afterwards.

The process of self coaching is  not too different when selling.  It’s easier to sit back and send a few emails instead of picking up a phone to talk to someone. To get yourself to make the calls you will need to give yourself a few reasons why you would do that.

Ask your self motivational voice to come forward and remind you of the reasons why you would make the calls rather than send emails. It could be :-

“I know that making the calls is the one thing that eventuates in sales more than anything”

“Making the calls keeps me in a job because it gets results”

“I know connecting with people in a two way conversation is going to develop a relationship far better than  pushing my stuff at them in an email.

“Once I get going, set myself a goal of how long I am going to call for, how many sales I want and keep focused, I will be rewarded”.

If you are more motivated by fear, then you might choose to think
“I must prospect every day or my business will die”

Remember self discipline is very important if you want to be a great sales person.  If the above self motivational thoughts don’t fit for you, start working on your own and bring them into your life when you don’t feel like making those calls.

You can find many more sales and telesales tips on call reluctance on this link.

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12 Ways To Improve Sales Performance

“Oh Gosh”, I hear you cry, “it’s the end of the financial year again. What am I going to need to do to improve sales performance in the next financial year?” You could start by asking yourself 2 profound questions like:-

“Which of my behaviours must I change to become a better salesperson?”

“Which of our company’s sales strategies need to change to get more business?”

Well, if you don’t know the answer to either of those you could get me to come in and review your current strategies online and offline to come up with a plan for you. Have a free 15 minute chat with me on 02 9427 3479 this week. Afternoons are best to reach me this week.

12 Ways to Improve Sales Performance

Give yourself a mark out of 10  for each of these statements:

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Motivation For Sales People – Complimentary Gift For Your Success in 2017

“Motivating Your Mind, Inspiring Your Spirit” is a very special e-book that has been compiled from the generosity of nearly 80 Australian, New Zealand, European, South African, Canadian, American, Asian and United Arab Emirates based authors, industry experts, Company Directors and business owners – including me!
I am on page 20.

Download it here

The 2017 e-book contributors have over 1800 years of business experience and 3000 years of people experience. Some younger, others more experienced, yet all are exceptionally talented, intelligent and gifted in their areas of expertise. This is the third year I have been invited to contribute and you will find my chapter on page

Contributors are invited based on their immeasurable value as topic experts and character attributes that have been on display over many years.

I know you will deeply appreciate their knowledge, their spirit of collegiality and time they have invested in this excellent e-book.

This e-book was created for the authors’ combined global readers to enjoy. We trust the stories, tips, insights and case studies can benefit you in your business, professional or personal education level.

You can share it with colleagues, business contacts, friends or those you feel will enjoy the IQ and EQ stories to enhance their 2017.

You can send it via e-mail, through your social media posts or blogs from your mobile device.

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Cold Calling – How Do You Make It Work?

Cold Calling Is Dead?

Cold calling – “Is it really dead?” I am frequently asked this question, and my answer is a resounding “NO”. However, processes have changed and cold calling is simply practiced in a slightly different way than it used to be.

My trainings have always advocated techniques to make a cold call a warm call by starting with :

  • A referral
  • Something you know about them, e.g.  I understand you have ……. is that correct?
  • Commenting on an action they made that you saw
  • Noticing a comment they made on social media
  • Having a connection with them on linked in
  • Commenting on an article they wrote in Google News

There is so much information about companies now online, that there is no excuse not to find out something of interest about your prospect before you call.

What Is The Most Popular Way To Get Leads Nowadays?

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Building rapport

Building Rapport Technique For Sales Success

This building rapport technique requires you to listen for your customer’s language patterns. This is a challenging skill to acquire but if you can start to be aware of your own communication style and that of others, you will quickly become a great rapport builder. When we use our customer’s preferred language style, we become like them, and we all know that people buy from people they know like and trust.

We communicate in 3 ways but we generally have a preference for one or a combination of 2 of the following ways.

1. Building Rapport Technique with Auditory People

These people communicate through their ears.  They use  language like “I hear what you are saying, Tell me more about it”, “Explain to me how it works”, “It sounds good”, “That rings a bell, “I hear what you are saying”.

2. Building Rapport Technique with Visual People

These people communicate through their eyes. They use language like “I see what you mean”“Can you show me how to do that”, “It looks like I will be going ahead with that appointment” , “I see what you mean”.

3. Building Rapport Technique with Kinaesthetic People

These people communicate through their feelings. They use language like,  “I get the feeling this is not the right product for us”, “I would have to experience it to get to grips with what it is about”, “I need to grasp the concept”,  “How do you feel about that?”.

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Calling Inactive Customers Creates Sales

Inactive customers are people who may have bought only once from you or placed a small order. Never think they are not worth calling. It is a vital sales strategy to stay in touch with these customers as well as with your existing customers because you will be able to make more sales from them. Here’s how …

Maybe at the moment inactive customers might not justify a face to face call but you can certainly pick up a phone to stay in touch. You might be afraid to call them because they might tell you that they have gone to another supplier or they had a bad experience with you.

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Making Sales by Phone Can Be Marred By One Mannerism

Making sales by phone requires skill. One of the main reasons some staff (particularly new staff)  fail at prospecting is that they do not sound confident .  Well, if you are new, understandably you may not feel confident so you might need to be trained in some simple techniques how to sound confident. You might have to fake it till you make it. This is so important as no-one is going to buy from someone who is not sounding confident in themselves or their product or service. Your job is to generate such confidence in your product or service and transfer your energy to the prospect on the other end of the phone.

When making sales by phone, here are 5 simple techniques to sound confident

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8 Lessons From A Horrible Retail Sales Experience

1.  When you call someone with an offer and they say “NO,” you can call them again because the next time they might be in a different space.  Persistence does work if you do it in a nice, non pushy way.
2.    When negotiating, don’t drop the price too dramatically just to get the sale. It makes  it look like you were trying to rip the client off in the first place and     makes the client suspicious that the products have much less value.
3.    Do not lie to get a sale.  Offer the client the right option for them even if you lose a bit of commission.
4.    Pay the client a compliment when you first meet them . Comments and  criticism do not build rapport.
5.    People like to know the name of the person they are dealing with so provide it.
6.    Do not be too familiar with new clients.  Not everyone likes hugs and kisses from a stranger.
7.    Do not make the customer call you about an error on delivery.  You call them as soon as you find out.
8.    If a client complains, acknowledge the client straight away before they tell thousands of people .
Here’s the full story of what happened
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How To Overcome Call Reluctance

I would like to invite you to download a free e-book “Motivating Your Mind, Inspiring Your Spirit”  and check out page 25 for my tips on “How to Overcome Call Reluctance”.

The E-book is the brainchild of one of my long term colleagues, Rob Salisbury, who has invited a number of speakers and trainers in our community to contribute.  There are some great articles for salespeople in here so don’t keep it to yourself, pass it on to your colleagues and enjoy your own read.

JENNY CARTWRIGHT – Motivating your Mind – Inspiring your Spirit for 2015-Jan2015 (2)

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Tone on the Phone Or Sales Skills?

CHAPTER 4(THE IMPORTANCE OF VOICE TONE)

I like to go to other Sales Trainer’s seminars occasionally to hear what they are teaching. My curiosity got the better of me when I actually went to hear Jordan Belfont, (from the movie “The Wolf of Wall Street”), now turned sales trainer after a stint in jail. Personally I felt very uncomfortable in his presence as he was a high pressure salesperson and swore every second sentence. It was interesting that his whole seminar session was all about your tone on the phone and the importance of it more than your actual sales skills. I agree with what he says with the proviso that you are selling with integrity. In the movie he used these tonalities to hoodwink the client into buying stocks which were not going to make them money.

Jordan’s top 5 phone tonalities you need to learn are:-

Certainty – Sounds like you are an expert in your field. You take control of the conversation and sound like the authority on the subject. (I quite agree, I call it “confidence” and that is what I teach all new salespeople how to be)

Sincerity – (When you love what you sell, that comes naturally and you can talk from the heart )

Sound reasonable – (Don’t ask the customer to buy the most expensive thing first)

Sound Intriguing – When you come to your offer, lower your voice to make it sound like a secret specially for them.

Caring – ( Become a problem solver, say “Let me ask you a question” and ask about them.)

Your Next Action Step

Listen to your voice on the phone, record your next sales presentation and give yourself a mark out of 10 for using each one of these tones in your sales call. That way your customer will be engaged and you will keep them on the phone longer.

You can find out my way of teaching the all important subject of tonality in my e-book “Don’t Get Hung up”

A hard copy version is also available in the book store. “Don’t Get Hung Up” Book

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