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, 27 July and 3rd August 2.00 to 4.30 pm. Just $390. International and interstate visitors welcome.
For all the content of “Telesales Mastery”
Click here
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 to Write a Telemarketing Script”. Please email me with your choice.
It’s no secret that a whole lot of people attempt to prospect and build relationships on the phone. .
Unfortunately the vast majority give up because they don’t know what to say or how to say it. They have no idea how to get through the gatekeeper and when they do, they get rejection which they cannot handle and they avoid the phone forevermore.
They then revert to email and ruin their chance of building a successful relationship.
Maybe you can relate.
But here’s the good news: Now you can tilt the odds in your favour, simply by using the techniques in these e-books I am giving away today.
Imagine if every salesperson in your company had access to “Don’t Get Hung Up” on their desk, how much more professional, confident and successful they could be.
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ORDER DON’T GET HUNG UP HERE – if you would prefer to buy a hard copy.
Group mentoring one hour a month to increase your motivation and sales results – Yes, for results everyone needs a coach, It’s your chance to get all your personal challenges answered Book Here
Video of famous one day public workshop “How To Triple Your Sales Using The Phone” can be delivered in digital, CD and dvd versions. This would accommodate individuals who may be regionally based or simply those who prefer an accessible learning option for when they can make their own time to do it. $197 per person. Order Here
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.
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: “What do I do when the lead never picks up the phone? Do I text them?”
Read more
This one little word, ‘but’, is often used when responding to an objection and it can spoil everything else you say. ‘But’ negates everything you say before it, therefore disagreement is all the customer hears.
If a customer raises an objection, acknowledge it and follow with the word ‘and’ as opposed to ‘but’.
An example would be:
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 consultants who set the whole thing up for you as part of the service.’
Customer: ‘It’s very expensive.’
Salesperson: ‘I understand that you think that and that’s why I would like to include a service contract in the price for you for three years at no cost. How does that sound?’
Sometimes ‘why’ makes prospects feel defensive and it can sound interrogating or demanding. Research results show that you can increase the amount of information you get from your customer if you begin your questions with ‘how’.
When the customer feels uncomfortable with you (which they might do with ‘why’) they will not buy from you. They will only buy when they feel comfortable with you. ‘How’ will be less challenging for them and less interrogating.
For example:
Salesperson: ‘Why did you buy from Grace Brothers?’
Could be changed to:
Salesperson: ‘How did you make a decision to purchase from Grace Brothers?’
Salesperson: ‘Why aren’t you interested?’
Could be changed to:
Salesperson: ‘How specifically could we make this of more interest to you?’
‘Just’ minimises what you are about to say in this context and makes your message less important. Simply say, ‘I’m calling you about …’ Never start a cold call with ‘How are you?’ if you have never spoken to the person before. They will immediately suspect a sales call and want to get rid of you.
Avoid closing conversations with ‘Not a problem’ and ‘No worries’. These expressions leave customers feeling you are leaving them on a negative note. Say, ‘That’s fine’ and ‘Thank you for your business’.
The following words will create resistance so it is recommended you choose the alternatives in the right column.
| Deal | Opportunity, offer |
| Problem | Challenge |
| Cost | Investment, Price |
| Change | Amend, Improve |
| No worries mate | It was good to talk to you |
New, Unique, Magnificent, lSpecial, Great, Amazing, Beautiful, Easy
So you see, some words are better to use in the sales conversation than others.
Many more tips like these can be found here
Read more
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.
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.
Read more
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)
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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.
Read more
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.
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?
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?
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
Download a free sample of Don't Get Hung Up!
T: +61 (0)2 9427 3479
M: 0414 543 289
E: info@telesalestraining.com.au
71 Coolaroo Road
Lane Cove NSW 2066
Australia
