Telephone Techniques

TELEPHONE TECHNIQUES

Selling face to face is different from selling on the telephone. The main role of a telesales person is to generate sales either from incoming calls or by outbound calling. In some the objective is to make appointment and in others it is to make appointments for the direct sales force.

There are key personal qualities that are essential for phone work

1. Self Motivation
2. Determination
3. Sense of Humour
4. Self Esteem
5. Professionalism
6. Enthusiasm
7. Persistence
8. Flexibility
9. Quick thinking
10. Thick skinned

The Customer judges the company by

1. How quickly the telephone is answered
2. Initial Greeting
3. The voice of the telesales person

These 3 creates an impression in the mind of the caller. Many customers judge the company and its products by the way the call is handled. We can influence a Customer to do business with your Company by learning and applying a few simple rules. When we use the telephone professionally we create the climate in which new customers want to do business with, and existing customers want to continue to do business. Our job becomes more and more rewarding as customers respond positively to a more professional approach. The easiest way to start selling on the telephone is to consider the customer, their needs, preference, and emotions. You have to develop a Positive Mental Attitude. Treat each customer as the most important person. Always think to yourself that they are doing us a favour by giving us an opportunity to do business. Never argue with the customer. Know your customers as well as the products.

Sales and Service are the two sides of the same coin. So any company wants to be successful you need extremely good sales people who have great customer service skills. Satisfying customers is actually about meeting their needs. As a Service giver you are faced with challenge of meeting their needs. Good service is meeting people's needs in a way that exceeds their expectations. Your goal is to Serve the Customer at all times.

Selling is all about helping people to buy. The more you try to sell the less people will likely to buy. Never sell, help people make good decisions. People buy for variety of reasons. So it is your responsibility to meet their expectations. People donot buy a product or service. They buy what a product or service can do for them. People donot buy features they buy benefits.

As a salesperson you should know the following

1. Know what your product can do.
2. Believe in what you are selling.
3. Find out what the Customer wants.
4. Share the Customer's point of view.
5. Find the Solution to his problem.

The Sales Process at a glance

1. Structure a Sales Call Plan the call, Set call Objectives, Use Structure, Preparation.
2. The first 30 to 40 seconds is very important. As the time is very limited you have to quickly move to the next stage, that is creating a sale. Once you have got the initial information, you need to quickly present solutions and benefits.
3. Building opportunities, Building rapport, identifying the problem, finding a solution.
4. Offer Solutions
5. Sell Benefits
6. Handle questions
7. Handle objections
8. Ask for commitment
9. Confirm details

The telephone is a necessary evil to communicate and to do business with.

Winston Saga is one of the world's leading sales legends. He is also the CEO of Sales and Motivation International. Winston has been acknowledged as a unique and distinctive authority in the field of sales and personal development. Last year International Biography Centre selected him ''International Man of the Year'' for his outstanding contribution to sales and Service. He has written 100's of articles to magazine, journals and websites.

Visit his website http://www.telesalestips.com to learn more about the author.

---

How to Sell: Selling Tips of Master Moms

"If you don't think well of yourself, no one... Read More

A Look at Store Fixture Parts

Products for sale need to be displayed in a manner... Read More

How to Set Appointments

The Importance of setting appointments is crucial to running a... Read More

7 Strategies for Writing Fundraising Letters

Writing fundraising letters can be an effective way to request... Read More

Persuading Learners to Buy: 7 Groups

There are seven major reasons why adults continue their pursuit... Read More

Tapping The Potential Of Your Customers

Business owners of long standing know the cardinal rule "take... Read More

Wholesale Secrets Revealed: The Holy Grail Of Wholesale!

Like the legendary search for the Holy Grail, the cup... Read More

The Answers (1 - 5) Are Here !!! - Challenge Yourself - Evaluate Your Selling Skills

"THE ANSWERS (1 - 5) ARE HERE!!!"Question 1) List the... Read More

Business Lessons Learned At The Mall

Normally in this column I dispense highly-intelligent small business advice... Read More

If I Wanted To Sell For A Living, I Would Of Majored In It In College

By a show of hands, how many of you grew... Read More

The ?Write? Way to More Sales

The sales letter you can't put down?the advertising copy that... Read More

Creating Your Perfect Pitch!

Why should you describe your business to others in 5... Read More

Customer Service Revival

Value is in the Eye of the BeholderSales today is... Read More

Throw Out Your Selling Language - Unlock Your Natural Voice

I was sitting at my desk last week when my... Read More

Solution-Sell is a Myth!

Who among us is not already up to here with... Read More

What Should I Charge?

People ask me, "What should I charge?"I say, "Ask your... Read More

Breaking the Ice and Winning Over the Client

Wherever you turn these days you'll find articles covering every... Read More

How to Write Effective Selling Proposals

Depending upon how much you enjoy writing, writing sales proposals... Read More

How to Build Sales With Extended Benefits

An area that can become profitable for many businesses in... Read More

Is Sales Profession an Oxymoron?

If you are in Sales, you have probably heard these... Read More

To Sell Successfully, You Have to Be Willing to Be Different

We are complex. We confidently assert that we are independent... Read More

Sex Sells!

An attractive woman has a decided advantage as sales representative... Read More

Needs Based Selling

I am sure you are familiar with the phrase, "I... Read More

Sales People have an advantage as entrepreneurs

Zig Ziglar use to say in seminars and on tapes... Read More

No Regrets

Here's a chilling thought. If you were to die tomorrow,... Read More

Successfully Selling Your Professional Services

As a professional service provider you face special challenges promoting... Read More

The Basic Secrets of A Million Dollar Sales Letter

"Accepting the consequences, good or bad, will free you; take... Read More

Sorry, But Im Not Buying From You!

Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More

Hurrican Selling Styles

As I prepare this issue of this Newsletter, at 37,000... Read More

What is a Pitch?

I've been training in countries outside the U.S. recently, and... Read More

Making the Sale When the Customer Wont Buy

Ever had a party online or offline, and had guests... Read More

5 Ideas for Writing Effective Sales Letters

Sales letters, sent via e-mail or snail mail, are an... Read More

Why Are Customers So Indecisive?

Do you know why your customer won't buy? You've given... Read More