Despite being inevitabile and irreplaceable, phone sales is very unpopular with many businesspeople. Its conversion rate is often low and many people have an aversion towards telesales. But telephone sales is part of virtually every sales person's work, to a smaller or larger extent. Here are four tips, not on how to love telephone sales, but at least on how to avoid going crazy.
Build your talk around one major topic
When interacting with the prospect, you should present one single and simple thought. For instance: save time or solve a certain problem once and for all. The whole script of the call then should revolve around this appeal.
Talk to decision makers
As an article on the Brian Tracy blog admits, many phone sellers find it frustrating that they often talk to people who don't have the necessary authority to make decisions and talking to them always ends badly. At the same time, there are very few people who say that they are not the ones who will decide. Always make sure the person has the necessary authority at the very beginning.
Have goals and plans
One of the ways of „depersonalizing“ yourself from the unpleasantness connected to rejection is having a plan in your head and trying to reach a certain goal. For instance, a certain number of calls made in a certain time period. Being number-oriented will help you overcome some of the problems when communicating with real-life people.
Use scripts
Scripts sound boring, but a well-prepared and thought-out script capable of anticipating all kinds of development in conversations can be a very efficient tool of telephone sales. Create your own script, perfect it, and use phrases that fit you personally.
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