Uncategorized Archives - Sales and Telesales Solutions

SALES TIPS PODCASTS

January 27, 2022November 18, 2021 by telesales_editor

SALES TIPS POD CASTSSME RADIO SME Radio is a small business radio station, an informative and entertaining source of small business advice and discussion. SME Radio was established to empower small business owners to reach their potential through sharing the business knowledge of expert hosts and guests. Listen to the latest episodes from Sales Explosion ... Read more

The 5 Instantly Actionable Steps To Increase Your Sales

December 20, 2021April 19, 2021 by telesales_editor

Are you looking for ways to increase your sales? An effective sales strategy involves a number of processes that you can follow. Here are 5 of the best from Jenny Cartwright at Sales and Telesales Solutions

1. Build the Perceived Value

Getting the product in the customer’s hands is the job of a salesperson. Value creation will help predict the whole thing, as the following equation expresses it: No Value = No Sales.

You must engage with people to sell your product. You must look for ways to pique the interest of these people. That is why you must bring value. Here is a critical caveat; There is a difference between value and perceived value. You can do that by adding additional services or products to the main product you are selling. These additions can be things that do not cost you personally much (eg e-books, a free coaching session, a dvd) but add massive perceived value to the main product or service you are selling.

This is great news for startups in crowded, competitive spaces and/or the ones that are starting to develop their products. Build the perceived value to increase your sales. It makes it easier to sell your products.

2. Be Ruthlessly Organised

The golden rule of sales in 2021 is a sales action (email or a call) did not happen if it happened but you did not track it in a CRM.

It is impossible to keep all of the contact details, actions items, dates, next steps, email threads, and notes organised in your head. That is why CRMs are critical. If you work within a sales team, then these problems can scale enormously. Salespeople at small businesses and startups need to take heed. It is easy to scale quickly if you have a strict, set process in place.

For bookkeeping expert Peter Wilesmith, a failure to keep organised is essentially setting your business up to fail. “If you’re starting your own business, you’re basically in charge of everything. It is vital that you know where all contacts are, all your files are, basically everything. Losing one piece of the jigsaw so to speak will mean you’re never able to get it back, and it will all slowly unravel into total chaos.”

also use CRMs to track your sales performance and output. It is easy to know how your daily and weekly output looks like (in terms of deals progressed, deals created, emails sent, calls made) after using the CRM and you have a couple of weeks of logging information. It makes it easier to set goals for improving your metrics. Improve your metrics to get more deals and closes in your funnel.

3. Have A Next Step At All Times

Many people and most CRMs visualise sales processes in terms of funnels. The deals come in on the funnel’s left side. Then, they go through progressive steps to closing. Finally, they come out the right side of the funnel as a sale. That is why you must have a clear next step on each deal at all times. The step has to have a set date for action. The deal will just sit in your CRM if there is no next step. It will not go anywhere.

Telesales Mastery Public Workshop July 27 on Zoom Live

December 20, 2021July 11, 2020 by telesales_editor

The public telesales workshop “Telesales Mastery” – How to Triple your Sales Using the Phone – will be conducted live on Zoom meetings until we are allowed to meet face to face again so the next one will be limited to 8 people and will be split into two 2.5 hour sessions a week apart, … Read more

Free E-Book To Help You Do Telephone Sales Better

December 20, 2021April 16, 2020 by telesales_editor

Now that telephone sales skills are going to be even more important to sell, build and maintain relationships during Covid-19, I am giving you the choice of 2 of my e-books for free for easy reading in the month of April. “Don’t Get Hung Up (How to sell products and services by phone)” or “How … Read more

What’s New In 2020 For Sales and Telesales Training?

December 20, 2021December 2, 2019 by telesales_editor

Public Workshop now delivered virtually The public workshop “Telephone, Email and Prospecting Skills To Triple Your Sales” is conducted on the zoom online meeting platform. It is designed for salespeople worldwide who want to save time travelling to a live venue and keep safe from covid-19. The workshop is conducted in two 2 hour sessions … Read more

Sales Coaching Gets Your Challenges Resolved Fast

December 20, 2021July 23, 2019 by telesales_editor

Why Do Sales Coaching?

Sales Coaching with a professional expert can accelerate your sales much faster than you doing the job alone.

As some of my clients are overseas and interstate, many of the sessions are done online on zoom from my office. 60% of people I attract are already working for companies and pay for themselves because they want to become better at what they do. That means they are already self-motivated which is such a vital quality to have in sales.

A Recent Sales Coaching Client Scenario

My newest sales coaching clent is 23 year old Mary from Queensland. Mary is trying to get members for a gym by following up people she met in shopping centre promotions and offering them a free trial session.

On her first session with me, we developed a compelling script .After a week trialing it, she reported
“I have applied the script we created and my call to appointment rate SHOT UP!”

Below you will find the issues she wanted resolved on our second session. Maybe you have similar issues and will be able to use my answers.

Mary’s Questions and My Answers on our second call

Mary: “What do I do when the lead never picks up the phone? Do I text them?”

Some Words Are Better To Use In The Sales Conversation

December 20, 2021May 28, 2019 by telesales_editor

Some words are better to use in the sales conversation than others. On the phone, words have 25% importance so avoid words that cause resistance. Below are a few common mistakes. 1. Never use the word ‘BUT’ to counter an objection This one little word, ‘but’, is often used when responding to an objection and … Read more

Find Phone Numbers and Email

December 20, 2021April 4, 2019 by telesales_editor

How do you find phone numbers and email addresses for prospects easily? Prospecting has never been easier than it is now. You can find anyone’s email and phone number using some very simple techniques that you may not have even realised..

I hear people bemoaning the fact that they cannot call someone on LinkedIn until they agree to connect with them . My question to them is “Why wait to connect?” It could take days to get a reply if you get one at all.

1. Search on LinkedIn

First find a person you want to connect with on LinkedIn, then put their name in inverted commas into google, their state and (the words) phone number. Up pops their phone number and if they have their own website, you can find their email address on the website. If not you can search the person again plus the words “ëmail address” instead of phone number. Then if you know how to do a telephone sales call professionally, you can save time and call straight away.

Sometimes you can enter a direct phone number into google and it will bring up the email or website too.

Closing The Sale Too Early

December 20, 2021May 15, 2018 by telesales_editor

Do you ever stop after each sales call or phone call to reflect on what went wrong that made the customer refuse your offer? Sometimes it can be because you did your presentation and straight afterwards, you tried closing the sale with “So would you like to go ahead then?”That is a closed question that can get a “Yes” or “Nö”.

It is important to remember that while you are talking through your presentation, the customer is thinking up objections which need to be handled before you ask them to buy. A better question after the presentation is called a trial close. It must not be a closed question that could get “No””so it needs to be an open-ended question begining with What, Why, Where, Which, Who, When to test the ground or it can be a question that gets them inspired to buy so they say “Yes”.

Before Closing The Sale Do These Trial Closes (All start with Open-Ended Questions)

Questions For Sales

December 20, 2021May 8, 2018 by telesales_editor

Questions for sales must be strategic. Maybe you do not ask any because you fear you are being too nosy? Well let me reassure you that a customer would much rather be asked something about himself and have a salesperson take an interest in him than receive a salesperson who just talks about what he has to offer. It’s exactly the same in real life when talking to friends or strangers.

I have created my list of most used questions to use in the sales process and would love to share them with you. Adapt each one to your own situation and have them up in front of you when talking to clients so you can keep the conversation going.