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Adrian MaziluSelling over the phone
Telephone Facts
90% of all costumer interactions happen over the phone
The cheapest, least time consuming and effective way to raise capital and find new clients
Telephone is the best device for making sales, but very few people know and use the right techniques
Most of the customers complain being dissatisfied with their phone experience
The first 10-15 seconds of the call are the most important for building a connection with the client and get him interested
Common problems in cold calling
First of all they don’t know who you are so is hard for them to trust you, from a psychological point of view
They think that your product or service requires money and they don’t want to spend any
They always fear the worst They are confortable with their current situation They fear taking any risk They don’t think about the long term benefits of
your product or service They feel that you don’t value their time They think that you want to sell them something
only for your own benefit
Ways to improve your phone sales
First 10-15 seconds- you have to build a connection with the client using your tonality, enthusiasm and make them think that you are an expert in your domain
Be a problem solver- first identify their needs and after that explain them how your product or service can help
Try to separate yourself from others and don’t push it at the first call
Always explain how they can control the risk Make them understand the long-term benefits of your product
or service Make them understand that you value their time Be positive, respectful, enthusiastic, credible, entertaining and
memorable Learn to talk about the price of your product or service by
showing them how many benefits they get for that “small investment”
Always have in mind why you picked-up the phone in the first place and that is to CLOSE
Recommended Books
“Think and grow rich” by Napoleon Hill “The law of success” by Napoleon Hill “The greatest salesman in the world” by Og
Mandino “Sell or be sold” by Grant Cardone “The 10x rule” by Grant Cardone