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Casual Articles - Boost Your Business With 12 Tips for Telephone Sales Calls
There’s one simple secret to effective meetings: set an agenda and stick to it. The agenda drives the content and outcomes of the meeting and, where appropriate, should reflect the needs of all attendees so everyone has a buy-in and an interest in the outcomes. Follow these simple steps for planning and running meetings and you’ll be amazed at what you can achieve. And, just in case not everyone in your organisation is following these steps to great meetings, I’ve included some key questions you should ask before you accept any meeting invitation…yes, you do have an option and you can say no if joining in the meeting is not the
NEGOTIATE A BETTER CALL TIME: If it sounds like it’s an inconvenient time to talk with a customer, then you are probably right. A hurried, frazzled or stressed customer can’t be engaged with an open mind. Arrange for a better time to have a quality sales conversation. Then the likelihood of your closing the sale will increase 20-fold.
SEND A CARING MESSAGE: Your customer can read your tone, so they can hear if you have a canned speech or memorized script that you are following. Make sure that you show concern, empathy and sincere desire to assist them.
ALLO
He has been a friend and client for many years, has heard me talk about it for at least a decade and still made the mistake that kills more resume submissions than anything else.For my search firm readers, how often do you receive a resume that causes you to scratch your head and wonder what the person was thinking of who sent their resume? With me, it happens more than a hundred times a day.Almost every resume I receive does not show the skills required to do the job even when I make it clear in my advertising to send their resume in Word ONLY IF YOU HAVE THE REQUIRED SKILLS.And if you think I have time to
Today, many title agents, real estate agents and lenders are indicating a preference for telephone sales calls over face-to-face interactions, according to Renee Walkup, president of SalesPeak Inc. and a leading speaker and business consultant.
During the 2007 ALTA Tech Forum on April 24 in Denver, Walkup shared several tips title agents can employ while using the telephone to close more business.
“Some business people are more receptive to answering sales calls during certain times of the day,” Walkup said. “Discover when that is in your industry and plan accordingly. Also, keep in mind when customers go to lunch. For example, in the Northeast, people usually take lunch from 1 to 2 p.m. In the Southwest, noon to one is the preferred time. Make good use of before and after hours calls, too. Customers answer their phones and are more receptive to conducting business when the office is quieter.”
Here are some more tips Walkup suggests:
ENGAGING YOUR CUSTOMER: Make an immediate judgment on the customer’s personality style. If the person has high energy, match their style by talking faster, getting to the point without adding extraneous details, and put power into your voice by standing up. If the customer sounds more methodical and detailed, you may need to slow down, pace yourself more carefully, and add detailed information to the call. Matching the customer’s buyer style will serve you well by establishing quick rapport — increasing your likelihood of closing the sale.
LISTEN CAREFULLY: Again, keeping in mind the personality type, actively listening to the customer’s outgoing voice mail message sends numerous messages about what type of person they are. Leave a message that mirrors their style and you’ll be much more likely to receive a call back.
EMPLOY A FIVE STEP SALES PROCESS: Welcome the customer through your introduction or referral, ask open ended needs-based questions, present your offerings, negotiate and handle objections, then close the call. Using this process — whether it’s the first call or the 12 call on the customer — provides you with a methodology that works in every situation.
PRESENT YOUR BEST VOICE AND PRESENCE: On the telephone, 93 percent of your communication is in your tone of voice. That means you have to concentrate on your tone 100 percent of the time. Being tired, stressed or hurried will come through in your voice unless you know how to control your tone to sound enthusiastic, energetic and interested in your customer’s needs.
HELP YOUR CUSTOMER: Communicate that you truly care about your customer’s problems and concerns. Assist the customer in making the right buying decision for their particular situation. Your true concern will come through in your voice and will result in more closed sales.
ORGANIZE YOUR CALL: Have a call plan before dialing out. Know what you are going to discuss with the customer, how you want to sound and what goals you want to accomplish in the call before you pick up the phone.
NEGOTIATE A BETTER CALL TIME: If it sounds like it’s an inconvenient time to talk with a customer, then you are probably right. A hurried, frazzled or stressed customer can’t be engaged with an open mind. Arrange for a better time to have a quality sales conversation. Then the likelihood of your closing the sale will increase 20-fold.
SEND A CARING MESSAGE: Your customer can read your tone, so they can hear if you have a canned speech or memorized script that you are following. Make sure that you show concern, empathy and sincere desire to assist them.
ALLO
A good service manager candidate for an automotive shop would really be the technician who knows a lot about the motor vehicle but has been able to mentally switch gears and now learn how to sell the knowledge he posses and the knowledge and services his team will provide. I am adamant about the knowledge part as I feel that the customer from the very first contact requires guidance right away when recommending service. Example being the other day I interviewed a person whom wanted to service manage and he after a few questions seemed credible but revealed to me that on his own vehicle he required an alignment for the shimmy
Here are some more tips Walkup suggests:
ENGAGING YOUR CUSTOMER: Make an immediate judgment on the customer’s personality style. If the person has high energy, match their style by talking faster, getting to the point without adding extraneous details, and put power into your voice by standing up. If the customer sounds more methodical and detailed, you may need to slow down, pace yourself more carefully, and add detailed information to the call. Matching the customer’s buyer style will serve you well by establishing quick rapport — increasing your likelihood of closing the sale.
LISTEN CAREFULLY: Again, keeping in mind the personality type, actively listening to the customer’s outgoing voice mail message sends numerous messages about what type of person they are. Leave a message that mirrors their style and you’ll be much more likely to receive a call back.
EMPLOY A FIVE STEP SALES PROCESS: Welcome the customer through your introduction or referral, ask open ended needs-based questions, present your offerings, negotiate and handle objections, then close the call. Using this process — whether it’s the first call or the 12 call on the customer — provides you with a methodology that works in every situation.
PRESENT YOUR BEST VOICE AND PRESENCE: On the telephone, 93 percent of your communication is in your tone of voice. That means you have to concentrate on your tone 100 percent of the time. Being tired, stressed or hurried will come through in your voice unless you know how to control your tone to sound enthusiastic, energetic and interested in your customer’s needs.
HELP YOUR CUSTOMER: Communicate that you truly care about your customer’s problems and concerns. Assist the customer in making the right buying decision for their particular situation. Your true concern will come through in your voice and will result in more closed sales.
ORGANIZE YOUR CALL: Have a call plan before dialing out. Know what you are going to discuss with the customer, how you want to sound and what goals you want to accomplish in the call before you pick up the phone.
NEGOTIATE A BETTER CALL TIME: If it sounds like it’s an inconvenient time to talk with a customer, then you are probably right. A hurried, frazzled or stressed customer can’t be engaged with an open mind. Arrange for a better time to have a quality sales conversation. Then the likelihood of your closing the sale will increase 20-fold.
SEND A CARING MESSAGE: Your customer can read your tone, so they can hear if you have a canned speech or memorized script that you are following. Make sure that you show concern, empathy and sincere desire to assist them.
ALLO
That is a pretty powerful statement I made in that headline. Everyone in the service industry should have something tangible to sell to go with it. That something tangible could be a process or formula that they claim as their own.You may be a copywriter and thinking Kelly has gone totally nuts; or a physician thinking Kelly has no clue about what I do or why.Let me give you some examples of what I'm talking about with this. Let's start with a copywriter or graphic designer that is providing a service.I've talked before about how you, as providers of a service, can't make any money if you're not working. If
LISTEN CAREFULLY: Again, keeping in mind the personality type, actively listening to the customer’s outgoing voice mail message sends numerous messages about what type of person they are. Leave a message that mirrors their style and you’ll be much more likely to receive a call back.
EMPLOY A FIVE STEP SALES PROCESS: Welcome the customer through your introduction or referral, ask open ended needs-based questions, present your offerings, negotiate and handle objections, then close the call. Using this process — whether it’s the first call or the 12 call on the customer — provides you with a methodology that works in every situation.
PRESENT YOUR BEST VOICE AND PRESENCE: On the telephone, 93 percent of your communication is in your tone of voice. That means you have to concentrate on your tone 100 percent of the time. Being tired, stressed or hurried will come through in your voice unless you know how to control your tone to sound enthusiastic, energetic and interested in your customer’s needs.
HELP YOUR CUSTOMER: Communicate that you truly care about your customer’s problems and concerns. Assist the customer in making the right buying decision for their particular situation. Your true concern will come through in your voice and will result in more closed sales.
ORGANIZE YOUR CALL: Have a call plan before dialing out. Know what you are going to discuss with the customer, how you want to sound and what goals you want to accomplish in the call before you pick up the phone.
NEGOTIATE A BETTER CALL TIME: If it sounds like it’s an inconvenient time to talk with a customer, then you are probably right. A hurried, frazzled or stressed customer can’t be engaged with an open mind. Arrange for a better time to have a quality sales conversation. Then the likelihood of your closing the sale will increase 20-fold.
SEND A CARING MESSAGE: Your customer can read your tone, so they can hear if you have a canned speech or memorized script that you are following. Make sure that you show concern, empathy and sincere desire to assist them.
ALLO
One of the biggest challenges in building your online business is to build a large e-mail list.A list of prospects and buyers that you can use as a foundation for your online business.It's harder than ever to build e-mail lists online, as customers are more reluctant to opt in for free e-zines (or other mailing lists) than ever before.What's the best way to build an e-mail list? Rest assured, e-mail marketing is just as important now as it ever has been, and perhaps even moreso. So what do you do? My advice is to use offline marketing to build your online e-mail list. This is a tactic that is seldom empl
PRESENT YOUR BEST VOICE AND PRESENCE: On the telephone, 93 percent of your communication is in your tone of voice. That means you have to concentrate on your tone 100 percent of the time. Being tired, stressed or hurried will come through in your voice unless you know how to control your tone to sound enthusiastic, energetic and interested in your customer’s needs.
HELP YOUR CUSTOMER: Communicate that you truly care about your customer’s problems and concerns. Assist the customer in making the right buying decision for their particular situation. Your true concern will come through in your voice and will result in more closed sales.
ORGANIZE YOUR CALL: Have a call plan before dialing out. Know what you are going to discuss with the customer, how you want to sound and what goals you want to accomplish in the call before you pick up the phone.
NEGOTIATE A BETTER CALL TIME: If it sounds like it’s an inconvenient time to talk with a customer, then you are probably right. A hurried, frazzled or stressed customer can’t be engaged with an open mind. Arrange for a better time to have a quality sales conversation. Then the likelihood of your closing the sale will increase 20-fold.
SEND A CARING MESSAGE: Your customer can read your tone, so they can hear if you have a canned speech or memorized script that you are following. Make sure that you show concern, empathy and sincere desire to assist them.
ALLO
In today’s competitive world, the small things sometimes measure the fine line between success and failure:1. The caring smile of each employee.2. The extra effort to meet a deadline.3. One final check of a job before it goes to the customer.4. The moment you take to add one last touch to your best effort.And where do these small things come from? They cannot always be taught or programmed. In fact, they come from only one place - inside each of us. The place where pride lives. Quality gives us that vital competitive edge, and pride is the spark that ignites the passion for quality in each
NEGOTIATE A BETTER CALL TIME: If it sounds like it’s an inconvenient time to talk with a customer, then you are probably right. A hurried, frazzled or stressed customer can’t be engaged with an open mind. Arrange for a better time to have a quality sales conversation. Then the likelihood of your closing the sale will increase 20-fold.
SEND A CARING MESSAGE: Your customer can read your tone, so they can hear if you have a canned speech or memorized script that you are following. Make sure that you show concern, empathy and sincere desire to assist them.
ALLOW YOUR CUSTOMER TO TALK: Assuming you know what the customer wants is presumptuous. Engage the customer to find out about them. Ask good quality questions to get the customer talking. Listen carefully not only to their words, but their tone, as well.
LEAD THE CUSTOMER: By using the five-step sales process, the customer will follow your path to answering you questions and listening to your presentation. It’s just like a dance. Make sure you are leading.
ENJOY THE INTERACTION: Have some fun with your calls. Selling is an exciting profession as well as a gratifying one. Where else can you build long-term relationships, solve people’s problems and make good money while doing it? People like to do business with those who enjoy their work.
SIMPLIFY THE PROCESS: By making it easy for your customer to buy, you are shortening the sales cycle, reducing stress and freeing up time to sell to another prospect. Figure out ways you can cut time by faxing or e-mailing contracts along with the proposal, providing materials to customers in anticipation of their needs, communicating follow-up plans and streamlining the complicated process
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