Hello and thanks for visiting.
A lot of the time I have spent in sales has been on the phone.
Making both large and small deals with customers I never meet.
One thing that quickly becomes apparent is the differences between telephone sales and regular selling.
For one, the regular sales process usually doesn’t apply.
There are a wide variety of telephone sales, ranging from very complex to very simple sales.
What they all have in common though is that you have to get to the point a lot quicker and as it is harder to keep your customers attention you have to be very interesting the whole time.
This takes that you have a lot of energy, enthusiasm and become good at getting to the point.
The sales process that has worked best for the companies I have been a part of has been:
3. Arguments/needs analysis
4. Closing Arguments.
5. Contract Signing.
The greeting is usually very short, just a hello, company name and why you are calling.
As quickly as possible you get to the proposition where you state your purpose and your offer.
Once the deal is on the table the customer will always say no.
Your job is to convince them and figure out why they are saying no.
That is the reason for the / it is both a discussion trying to prove the value of the customer while you at the same time asses the need of the customer themselves.
In telephone sales it is also very important (even more so than in regular sales) that you ask for the order and ask many times.
Usually you will have to ask them for the accept at least 10 times before they say yes. But each time they say no you learn something new. You learn a new reason that they say no, so you answer that objection and again ask for the order.
Once you have gotten the accept it is important that you rap it up quickly getting the contract “signed” or taped or just accepted verbally, depending on what method your company uses.
After you can either hang up as soon as possible or keep talking to the customer making them feel as confident as possible about their decision to purchase from you.
This depends a lot on what type of product you are selling and what your company policies are.
As you can see there are a lot of differences in the methodology of telephone sales to regular sales, but the basics are the same.
You still have to create value and need. The only real difference is the problem of their attention. If you don’t move quickly you will loose it.
I would love to hear about how your company works in sales and if you have noticed any other method that has worked in telephone sales.