In today’s economy, the phone is actually a jackpot of sales opportunities. But without the right phone sales tips and techniques, all those phone calls are useless.
After all, high-level prospects receive between 5 and 25 sales calls every day, and their goal is to get off the phone as quickly as possible so they can get on with their busy schedule.
If you make a mistake, the conversation can be over before it even starts.
Don’t sell features, sell value. Make it easy for your prospect to understand the benefit your product/service provides.
Stop talking and actually listen to the customer. When you do, you can better understand the problem to be solved so you know how to position your product/service. Then use storytelling to effectively sell the value.
Remember the adage “the road to hell is paved with good intentions?” The same goes for the “tried-and-true” scales script your predecessors left behind when they found a better job.
Why recycle the same thing? Take initiative by developing your own client-centric scripts for various products/services. Customize your templates to speak candidly to audiences who actually want to hear what you have to say.
Be enthusiastic, passionate about your product/service, and confident. Start the conversation with a positive comment, and don’t be afraid to have a sense of humor. Remain polite, honest, and personnel throughout the conversation.
Even in sales, people don’t buy products and services—they buy relationships with businesses. A little positivity can go a long way in establishing successful relationships.
While it may seem like a savvy positioning tactic, avoid speaking ill of competitors during your sales call. Besides running a risk of being accused of libelous slander, it actually just makes you look as bad as your competition.
Remember the playground comebacks of “it takes one to know one” and “I am rubber, you are glue”? Research shows that due to a psychological phenomenon called spontaneous trait transfer when you badmouth your competitor, your prospect puts those same traits back on you.
This last tip is probably the pinnacle of all phone sales techniques: ensure that you’re prepared for every call. Prepare mentally by defining the purpose of your call, crafting and reviewing your script (use the template below to get started), and coming up with a routine so you’re comfortable on the call. Practice your tone—you might even want to record yourself so you can make notes of where you can improve.
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