Introduction call
Do not think of this as a cold call it is an introduction of your company to theirs, you want the opportunity to identify if you can find a solution to a business challenges.
Up selling call
Once you have spoken with the right person, it is good to keep in touch with customer service calls see if their situation has changed in their business, and if you can help them by upselling another service or product to ease their new challenges.
Follow up call
If you have discussed a product of service but the person has not made a decision you should call and follow up, making every effort to understand the situation and determine a way to either close, or take the discussion forward making your aim to come to positive conclusion.
Understand your performance
Keeping track of your sales and understanding the sales cycle will enable you to plan for the future
· Length of time to close a sale
· Percentage of sales closed in a set period
· Closing ratio
· Call Connection ratio
· Number of lost sales opportunities
· Previous sales figures by month
Build your personal confidence on the phone
Speak with enthusiasm, it is easy to put people off speaking to you when someone drones on.
Gatekeepers are Friends in the making, understanding how to engage with the Gatekeeper it is crucial for your success. Be personable, professional know who you want to talk to and be able to ask succinctly. Often Gatekeepers are busy people and will want to direct your call as quickly as they can.
A picture paints a thousand words, so be confident about why you are calling, use a script to hone your call so that they will find what you are saying interesting, of benefit which will encourage them to reply to you.
Prepare prior to your call, have the person’s name and the name of their company on a piece of paper in front of you as you call so you do is to accidentally forget who you’re calling just as they answer.
One of my bug bares is background noise make sure that you are in a suitable environment prior to calling or answering the phone.
Confirm and Reaffirm every step of the way, this is key to closing the sale.
Pace yourself when talking do not hurry the conversation along and make sure that you listen and understand what they are saying.
Having a mirror on your desk to allow you to see yourself talking. Will help to increase your energy on the call and it also helps you to remember to smile which your customers will hear this in your voice.
Using a headset can once you are used to it improve your energy in the conversation enabling you to stand and move around.
Next steps
Plan your calls
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As author, publisher, trainer and motivational speaker, I have trained over 10,000 people and inspired professionals across the UK, USA and the Far East. Working as a Training Consultant to many of…
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