Selling to Anyone Over the Phone ppt

[...]... the words Even the customer’s pauses have importance In Selling to Anyone Over the Phone, you will learn the tips and finer points of phone selling as you become more skillful at using the phone to: ▲ Focus the customer’s attention on your call ▲ Get the customer into a conversation and keep him or her there ▲ Generate customer interest in your products/services ▲ Get past gatekeepers and get them to. .. customers and selling to them over the phone is a type of strategy game It’s a good game with a good payoff, because everyone has access to a telephone The strategy part of the game can be viewed as follows: ▲ Reaching people whom you do not know and might not normally connect with and getting them to speak with you on the phone This allows you to get into the game, so that you have the potential to make... before?) The Payoff Basic courtesy, plus attentive voice and phone management techniques, separate the real pro from the amateur Less experienced and disciplined phone salespeople just wing it and hope they hit the sweet spot in the call, the point at which they realize the customer is going to buy The very best don’t rely on just talent or clever quips to get sales; they monitor themselves in their performance... back? ▲ Bored with making the same old calls to the same old customers? If you answered yes to any of these questions, then the tools on the following pages are for you The likely problem is that you have phone habits that aren’t getting you anywhere Perhaps the problem is that you are just starting out using the telephone for your customer contacts and want to close more sales Customers are busier than... Phone S ales Tools to keep in the game As long as you are in the game, you have the opportunity to sell In Chapter 2, you will learn about the acronym PLAYING, which will help guide you in the process to close more sales over the telephone Getting Yourself Revved Up! Inside salespeople have more difficulty staying motivated, if for no other reason than because they stay tied in one spot to the telephone... not pick up the phone until you can sound upbeat and happy to be calling this customer In addition to your good posture (head up—seated or standing) you need to smile to convey warmth and enthusiasm in those first few seconds, 11375$ $CH1 06-02-05 12:00:49 PS PAGE 15 16 Selling to Anyone Over the Phone because that is the amount of time it takes customers to decide if they will speak to you or not—only... lied to us in the past It makes all salespeople look bad We don’t want the word sales to be viewed as a four-letter word Recently, one of my friends told me that they specifically bought their house so that their kids could go to the top elementary school in Atlanta After moving, they found out that the realtor lied about the school district in which they now lived So, rather than move again, they are... 10 Selling to Anyone Over the Phone promise and might even be considered replacements for the telephone However, each one has potential glitches and shortcomings This standard technology, the telephone, is still the best because it works—landline or mobile phone, the technology works You can find people, engage them in conversation, conduct business, and close sales over the phone Contacting customers... potential improvement Customers have had 11375$ $CH1 06-02-05 12:00:55 PS PAGE 21 22 Selling to Anyone Over the Phone enough of the hit-and-run brand of selling and are refusing to even take calls from anyone not believed to be potentially helpful to their situation By observing the highest standards of phone voice and professional manner, selling with integrity, and gearing up to sell every time you... make a sale To do this, you need to retrain your mind to be quiet, to concentrate and make strategic decisions before you pick up the receiver Each call might change your life If all you do to further your career and make yourself successful is integrate the skills from this one book into your sales techniques, you will have begun to take charge Selling to Anyone Over the Phone will teach you to focus . that the old-fashioned telephone can in effect be ‘ the most important selling tool’’ in today’s hectic environment. SellingtoAnyoneOverthePhonesuccessfully conveys how the phone is critical to. SellingtoAnyoneOverthePhone, you will learn the tips and finer points of phone selling as you become more skillful at using the phone to: ▲ Focus the customer’s attention on your call ▲ Get the customer. AdvancepraiseforSelling to Anyone Over the Phone: ‘ The tips and suggestions in S ellin g to Anyone Over the Phone made a big impact on everyone in our group. We’ve changed the way we interact with one another