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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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Better Words For Sales Conversations

1. Never use the word “BUT” to counter an objection in Sales Conversations

This one little word is often used when responding to an objection and it can spoil everything else you say. “But” negates everything you say before it so disagreement is all the customer hears in sales conversations.

If a customer comes up with an objection, acknowledge it and follow with the word “and” not “but“.

Customer: This software sounds like it would take a long time to install.

Salesperson: Yes, it does take a long time to install and that challenge is taken care of by our own expert consultants who set the whole thing up for you as part of the service.

Customer: It’s very expensive

Salesperson: I understand you thinking that and that’s why I would like to include a free service contract in the price for you for 5 years. How does that sound?

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Why Some Appointments No-Show?

Why do some Appointments no-show? I have had a couple of interesting in-house consulting and training jobs just recently. In both, the telephone sales team were cold calling to make appointments for the salesperson. The first company were making appointments for a face to face sales presentation and the second were making appointments for a teleconference by phone.

First Scenario

In the first scenario, the telemarketers were saying they wanted to make an appointment for a sales consultant to say “Hi and drop off some samples”.  Was that a compelling reason for anyone to feel they had to keep an appointment?  If the prospect had something important to do at the time set, I am sure they would have felt it unnecessary to keep the appointment. After all, the sales consultant could just leave samples at reception.

Second Scenario

In the second scenario, the prospect was not turning up for the teleconference call,. I believe this was  because the telemarketer, on the initial cold call,had not given enough compelling reasons for the prospect to make sure he kept the appointment;  He had not created enough pain for them telling them what they were missing out on if they did not attend. In some cases, he had not reconfirmed the appointment the day before  or even given the prospect a number they could call in case they had to reschedule. There is considerable cost in having salespeople scheduled to do presentations to prospects. It is beyond my comprehension why Managers are not watching what is going on with their telesales team. Perhaps the telesales team needs to be rewarded for making the appointment only when the appointment shows up?

Third Scenario

Today I had a call from someone wanting to make an appointment with me to help me with my IT.  He told me he wanted an appointment so he could spend just 15 minutes telling me what his company could do for small business owners.  What the heck would I waste 15 minutes of my time when I already have IT help? He never told me once what he could do for me which was all I was interested in . He just talked about him and his company without asking me a single question. Then at the end,to add insult to injury, he asked me what the name of my company was! Didn’t he know whom he was calling? Why do Managers waste their time employing people like this without training them?

Ten Ways To Ensure Appointments Show Up

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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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Lead Generation Email

A great Lead generation tool is LinkedIn but so often when people want to connect with new prospects on LinkedIn, they send the standard request “I’d like to connect with you on linkedIn.”
Prospecting Emails must create curiosity and interest

The prospect has not got the faintest idea “why”, so I recommend you make it more personal and give a reason to create curiosity and interest with the prospect. Just writing the above requires the prospect to look up who you are and take time out from their busy day.  Make it easy for them and write an email like you write a script for a cold call.

1.  (Flatter the prospect with something you noticed about them)  e.g. “I read your article in the Sydney Morning Herald yesterday and noticed you are moving to Melbourne soon.”

2.  (How you can help them personally) “We can offer you a reliable removal service between Sydney and Melbourne. (Get the word “you” in there)

What sets us apart is __________ (or)

What you get from us that no-one else offers is………

I would firstly suggest we connect on linkedin. Please feel free to accept and do let me know when and how I can best assist you when you are ready to move.”

It’s easy to find something out about prospects nowadays to accommodate Point 1

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