Even with the convenience and benefits that the internet provides, there is no substitute for a good conversation. Tone of voice, speed, and vocabulary are all important when negotiating. What may seem like an insignificant detail to many, can be the difference between being at the top or just another person in the crowd for a well-prepared salesperson.
It is worth remembering that I am considering salespeople as professionals who act as consultants, as experts. Not as order takers. Click here to see the full article on Consultative Selling.
The telephone is a great ally in sales and when used well, even for those who usually sell online, it can bring great sales results.
How to Sell More and Better by Telephone
If you already use the telephone as a sales action tool in your routine, I will home office in times of coronavirus: keep your team healthy and productive you some tips that can help you and your team sell much more (2x or 3x more) using the telephone as the main negotiation tool.
Planning, strategic execution and the right tools are the keys to sales success. Therefore, the more assertive you are, the less effort and more sales you will make.
- Planning to Sell More and Better by Telephone
- Strategy to Sell More and Better by Telephone
- Tools to Sell More and Better by Telephone
So let’s move on to practical actions:
1 – Planning to Sell More and Better by Telephone
The minimum you need to have to make a good approach over the phone is a well-written script. However, to sell more and better over the the evolution of management systems can be divided into several phases we need to anticipate what will happen during a negotiation. To ask the right questions it is important to know in advance what the reality of your future client is, and that is when planning and research come in.
This means that before you even make the first contact, you should do some research on the company or client you are approaching. With good research, you can anticipate customer objections and be assertive when conducting the sale. The more prepared you are, the more sales you will make.
We have an article where we show you how to create a sales script to improve prospecting for new customers.
Another great positive point of planning is the improvement in productivity. Selling by phone does not necessarily mean MORE CALLS = MORE SALES. To sell more we have to approach the right customers with the right solutions.
Note: These actions have been tested and applied in companies that have a consultative sales team and strategic sales. Different from a standard telemarketing approach.
2 – Focus on Execution
Planning and execution go hand in hand. Based on the points you identified in the planning, execution must be carried out with b2b reviews to ensure maximum benefit.
To sell more over the phone, all the points raised during planning must be used.
The two biggest advantages of staying focused on execution are increasing the average sales ticket and closing the sale earlier.
People buy from people and trust is always the determining factor. The better the planning and execution, the more market knowledge you will demonstrate and the greater the authority of the seller will be.
3 – Tools to Sell More and Better by Telephone
In addition to having a good phone, you should have good tools available to help you organize your sales routine. If you have a good Sales CRM, there are no more excuses for continuing to use spreadsheets to track sales.
If the company you work for doesn’t want to spend money investing in tools or if you are a manager and don’t have the funds to invest, use Pcontrol, which is free. Sales CRM, ZERO cost.
If you still don’t know what a Sales CRM is, click here.
Tools like a sales CRM are important because they generate real-time analysis, are easy to use and help improve productivity.
Anyone who works with complex negotiations knows that time is a factor that is always present. A prospective client today may take months until the sale actually occurs, and that is why we must be prepared.
Keeping all your information saved in a sales CRM will help you pick up where you left off.