Selling to Anyone Over the Phone phần 1 potx

[...]... 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. .. in the world should have a phone -selling handbook to generate more sales Just think about how the realities of doing business have changed With the ever-increasing expenses related to travel, more and more companies are bringing salespeople in off the ‘‘road’’ and putting them in front of a telephone Salespeople who say they are more 1 11 375$ INTR 06-02-05 12 :00:27 PS PAGE 1 2 Selling to Anyone Over. .. nature of in-person selling allows us to use many means to create an impression: clothing, hair style, handshake, walk, and pos- 11 375$ INTR 06-02-05 12 :00:30 PS PAGE 3 4 Selling to Anyone Over the Phone ture Just our mere physical proximity to the customer makes the salesperson’s job of establishing rapport easier Now, look at what is left in your tool kit for phone selling: As you can see, establishing... 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... internally and externally Thus, the well-trained professional salesperson must have exceptional skills to get a customer on the phone, gather information, build rapport, generate excitement, and advance the call to a commitment the final step in the selling process This process is often difficult to achieve in today’s competitive selling environment A New Approach In the past, many telephone salespeople were... consultative—approach to securing business Most potential customers today are not only turned off by an in-your-face, dominant approach but are also enlisting increasingly elaborate means to avoid taking calls Selling to Anyone Over the Phone teaches 11 375$ INTR 06-02-05 12 :00:28 PS PAGE 2 3 Introduction you how to effectively reach and become a decision-making partner with the customer An important... learn in this book is the noncombative, constructive technique of the successful sales phone call Using personality matching and the consultative selling approach, you will become the kind of professional salesperson who can immediately identify a customer’s personality type and match the customer’s rhythm, tone and style, with the result of developing rapid rapport over the phone! The time for old methods... formalized training in how to use the telephone effectively to: ▲ Build immediate rapport ▲ Generate excitement about business ▲ Listen carefully for deeper meanings ▲ Control voice inflection and tone ▲ Close business consistently over the telephone More commerce is being conducted now using the telephone Even when face -to- face selling is involved, it all begins with the telephone call For this reason,... for bringing me into this exciting project It was an honor to work with such a professional —Sandra McKee xi 11 375$ $ACK 06-02-05 12 :00: 21 PS PAGE xi This page intentionally left blank PAGE xii Introduction In today’s selling environment, the telephone has become the most important selling tool next to a briefcase For some reason, however, whether in outside or inside sales, very few people have ever... Selling to Anyone Over the Phone effective in person are probably right However, we aren’t likely to get sufficient face time in selling situations if we aren’t effective over the phone first How Effective Is Your Phone Selling? So, what’s bugging you about your phone selling? Have you been: ▲ Unable to uncover any new leads? ▲ Getting only limited information in your calls? ▲ Rejected too many times? ▲ Frustrated . that the old-fashioned telephone can in effect be ‘ the most important selling tool’’ in today’s hectic environment. SellingtoAnyoneOverthePhonesuccessfully conveys how the phone is critical to. salespeople in off the ‘‘road’’ and put- ting them in front of a telephone. Salespeople who say they are more PAGE 1 1 11 375$ INTR 06-02-05 12 :00:27 PS 2 Selling to Anyone Over the Phone effective. 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