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Actual for You - Boost Your Business With 12 Tips for Telephone Sales Calls
If you work in one of the majority of offices that sees extremely slow business and low productivity during the holiday season, it can be mighty tempting to ‘make use’ of all that downtime. But if you want to end up the year in good standing and shine in the new year, here are eight dumb things to not do while on the job during the holidays:1. Shop online: this might be the biggest temptation of them all. Maybe you have a much faster connection at work than at home and figure you’ll get your shopping done so much more quickly if you sneak it in between small projects or meetings at work. Don’t do it!
SEND A CARING MESSAGE: Your customer can read your tone, so they can hear if you have a canned speech or memorized script that you are following. Make sure that you show concern, empathy and sincere desire to assist them.
ALLOW YOUR CUSTOMER TO TALK: Assuming you know what the customer wants is presumptuous. Engage the customer to find out about them. Ask good quality questions to get the customer talking. Listen carefully not only to their words, but their tone, as well.
LEAD THE CUSTOMER: By using the five-step sales process, the customer will follow your path to answering you questions and listening to your presentation. It’s just like a dance. Make sure you are leading.
<Facts Workplace bullying is also known as "workplace harassment" or "mobbing". Tim Field of bullyonline.org defines workplace bullying as a "persistent, unwelcome, intrusive behavior of one or more individuals whose actions prevent others from fulfilling their duties." Workplace bullying is repeatedly attacking someone verbally or physically with the intent of causing hurt, humiliation, belittlement, isolation and discrimination. Sexual harassment and racial, gender, disability, and age discrimination are also forms of workplace bullying. The bully can be an employer,
Today, many title agents, real estate agents and lenders are indicating a preference for telephone sales calls over face-to-face interactions, according to Renee Walkup, president of SalesPeak Inc. and a leading speaker and business consultant.
During the 2007 ALTA Tech Forum on April 24 in Denver, Walkup shared several tips title agents can employ while using the telephone to close more business.
“Some business people are more receptive to answering sales calls during certain times of the day,” Walkup said. “Discover when that is in your industry and plan accordingly. Also, keep in mind when customers go to lunch. For example, in the Northeast, people usually take lunch from 1 to 2 p.m. In the Southwest, noon to one is the preferred time. Make good use of before and after hours calls, too. Customers answer their phones and are more receptive to conducting business when the office is quieter.”
Here are some more tips Walkup suggests:
ENGAGING YOUR CUSTOMER: Make an immediate judgment on the customer’s personality style. If the person has high energy, match their style by talking faster, getting to the point without adding extraneous details, and put power into your voice by standing up. If the customer sounds more methodical and detailed, you may need to slow down, pace yourself more carefully, and add detailed information to the call. Matching the customer’s buyer style will serve you well by establishing quick rapport — increasing your likelihood of closing the sale.
LISTEN CAREFULLY: Again, keeping in mind the personality type, actively listening to the customer’s outgoing voice mail message sends numerous messages about what type of person they are. Leave a message that mirrors their style and you’ll be much more likely to receive a call back.
EMPLOY A FIVE STEP SALES PROCESS: Welcome the customer through your introduction or referral, ask open ended needs-based questions, present your offerings, negotiate and handle objections, then close the call. Using this process — whether it’s the first call or the 12 call on the customer — provides you with a methodology that works in every situation.
PRESENT YOUR BEST VOICE AND PRESENCE: On the telephone, 93 percent of your communication is in your tone of voice. That means you have to concentrate on your tone 100 percent of the time. Being tired, stressed or hurried will come through in your voice unless you know how to control your tone to sound enthusiastic, energetic and interested in your customer’s needs.
HELP YOUR CUSTOMER: Communicate that you truly care about your customer’s problems and concerns. Assist the customer in making the right buying decision for their particular situation. Your true concern will come through in your voice and will result in more closed sales.
ORGANIZE YOUR CALL: Have a call plan before dialing out. Know what you are going to discuss with the customer, how you want to sound and what goals you want to accomplish in the call before you pick up the phone.
NEGOTIATE A BETTER CALL TIME: If it sounds like it’s an inconvenient time to talk with a customer, then you are probably right. A hurried, frazzled or stressed customer can’t be engaged with an open mind. Arrange for a better time to have a quality sales conversation. Then the likelihood of your closing the sale will increase 20-fold.
SEND A CARING MESSAGE: Your customer can read your tone, so they can hear if you have a canned speech or memorized script that you are following. Make sure that you show concern, empathy and sincere desire to assist them.
ALLOW YOUR CUSTOMER TO TALK: Assuming you know what the customer wants is presumptuous. Engage the customer to find out about them. Ask good quality questions to get the customer talking. Listen carefully not only to their words, but their tone, as well.
LEAD THE CUSTOMER: By using the five-step sales process, the customer will follow your path to answering you questions and listening to your presentation. It’s just like a dance. Make sure you are leading.
Here’s a phone interview tip worth considering: smile. A smile is a magic thing, and in addition to being seen in person it can be felt from a distance. When doing a phone interview, don’t think that because the person on the other end of the phone can’t see you that smiling and other positive body gestures are not important. The best interview tip that anyone was ever given was to smile and make positive gestures. In fact, many people talk with their hands. If you do, consider a telephone head set to free your hands up.Another tip that will be worth its weight in gold is to have a good quality telephone. It may se
Here are some more tips Walkup suggests:
ENGAGING YOUR CUSTOMER: Make an immediate judgment on the customer’s personality style. If the person has high energy, match their style by talking faster, getting to the point without adding extraneous details, and put power into your voice by standing up. If the customer sounds more methodical and detailed, you may need to slow down, pace yourself more carefully, and add detailed information to the call. Matching the customer’s buyer style will serve you well by establishing quick rapport — increasing your likelihood of closing the sale.
LISTEN CAREFULLY: Again, keeping in mind the personality type, actively listening to the customer’s outgoing voice mail message sends numerous messages about what type of person they are. Leave a message that mirrors their style and you’ll be much more likely to receive a call back.
EMPLOY A FIVE STEP SALES PROCESS: Welcome the customer through your introduction or referral, ask open ended needs-based questions, present your offerings, negotiate and handle objections, then close the call. Using this process — whether it’s the first call or the 12 call on the customer — provides you with a methodology that works in every situation.
PRESENT YOUR BEST VOICE AND PRESENCE: On the telephone, 93 percent of your communication is in your tone of voice. That means you have to concentrate on your tone 100 percent of the time. Being tired, stressed or hurried will come through in your voice unless you know how to control your tone to sound enthusiastic, energetic and interested in your customer’s needs.
HELP YOUR CUSTOMER: Communicate that you truly care about your customer’s problems and concerns. Assist the customer in making the right buying decision for their particular situation. Your true concern will come through in your voice and will result in more closed sales.
ORGANIZE YOUR CALL: Have a call plan before dialing out. Know what you are going to discuss with the customer, how you want to sound and what goals you want to accomplish in the call before you pick up the phone.
NEGOTIATE A BETTER CALL TIME: If it sounds like it’s an inconvenient time to talk with a customer, then you are probably right. A hurried, frazzled or stressed customer can’t be engaged with an open mind. Arrange for a better time to have a quality sales conversation. Then the likelihood of your closing the sale will increase 20-fold.
SEND A CARING MESSAGE: Your customer can read your tone, so they can hear if you have a canned speech or memorized script that you are following. Make sure that you show concern, empathy and sincere desire to assist them.
ALLOW YOUR CUSTOMER TO TALK: Assuming you know what the customer wants is presumptuous. Engage the customer to find out about them. Ask good quality questions to get the customer talking. Listen carefully not only to their words, but their tone, as well.
LEAD THE CUSTOMER: By using the five-step sales process, the customer will follow your path to answering you questions and listening to your presentation. It’s just like a dance. Make sure you are leading.
<It's an issue faced by business owners worldwide -- having to let go of, or "fire" a client. When I started my business, it's not a situation I ever thought I would face, as I was happy to take on almost anyone that wanted to hire me. However, over time, my client scrutinizing skills became more acute, and I began to realize that not every client is a perfect client for me. In fact, more than 50% of the people I speak with are not a good fit for one reason or another. Just like Donald Trump in "The Apprentice", sometimes you just have to say, "You're fired!"What happens to your business when you keep clients that are
LISTEN CAREFULLY: Again, keeping in mind the personality type, actively listening to the customer’s outgoing voice mail message sends numerous messages about what type of person they are. Leave a message that mirrors their style and you’ll be much more likely to receive a call back.
EMPLOY A FIVE STEP SALES PROCESS: Welcome the customer through your introduction or referral, ask open ended needs-based questions, present your offerings, negotiate and handle objections, then close the call. Using this process — whether it’s the first call or the 12 call on the customer — provides you with a methodology that works in every situation.
PRESENT YOUR BEST VOICE AND PRESENCE: On the telephone, 93 percent of your communication is in your tone of voice. That means you have to concentrate on your tone 100 percent of the time. Being tired, stressed or hurried will come through in your voice unless you know how to control your tone to sound enthusiastic, energetic and interested in your customer’s needs.
HELP YOUR CUSTOMER: Communicate that you truly care about your customer’s problems and concerns. Assist the customer in making the right buying decision for their particular situation. Your true concern will come through in your voice and will result in more closed sales.
ORGANIZE YOUR CALL: Have a call plan before dialing out. Know what you are going to discuss with the customer, how you want to sound and what goals you want to accomplish in the call before you pick up the phone.
NEGOTIATE A BETTER CALL TIME: If it sounds like it’s an inconvenient time to talk with a customer, then you are probably right. A hurried, frazzled or stressed customer can’t be engaged with an open mind. Arrange for a better time to have a quality sales conversation. Then the likelihood of your closing the sale will increase 20-fold.
SEND A CARING MESSAGE: Your customer can read your tone, so they can hear if you have a canned speech or memorized script that you are following. Make sure that you show concern, empathy and sincere desire to assist them.
ALLOW YOUR CUSTOMER TO TALK: Assuming you know what the customer wants is presumptuous. Engage the customer to find out about them. Ask good quality questions to get the customer talking. Listen carefully not only to their words, but their tone, as well.
LEAD THE CUSTOMER: By using the five-step sales process, the customer will follow your path to answering you questions and listening to your presentation. It’s just like a dance. Make sure you are leading.
<Step 7 – Determine what you are willing to do and what changes you are willing to make to make your dream career your reality.Now comes the hard part. You have spent a large part of your time in this process determining what you have and what you want but the greatest challenge now comes in deciding what you are willing to do to get it. Famous oil billionaire H.L. Hunt said that success requires 2 things: 1) you have to know exactly what you want and 2) you must determine the price you will have to pay to achieve it - and then get busy paying the price.Step 7 requires that you create a visual or some type of
HELP YOUR CUSTOMER: Communicate that you truly care about your customer’s problems and concerns. Assist the customer in making the right buying decision for their particular situation. Your true concern will come through in your voice and will result in more closed sales.
ORGANIZE YOUR CALL: Have a call plan before dialing out. Know what you are going to discuss with the customer, how you want to sound and what goals you want to accomplish in the call before you pick up the phone.
NEGOTIATE A BETTER CALL TIME: If it sounds like it’s an inconvenient time to talk with a customer, then you are probably right. A hurried, frazzled or stressed customer can’t be engaged with an open mind. Arrange for a better time to have a quality sales conversation. Then the likelihood of your closing the sale will increase 20-fold.
SEND A CARING MESSAGE: Your customer can read your tone, so they can hear if you have a canned speech or memorized script that you are following. Make sure that you show concern, empathy and sincere desire to assist them.
ALLOW YOUR CUSTOMER TO TALK: Assuming you know what the customer wants is presumptuous. Engage the customer to find out about them. Ask good quality questions to get the customer talking. Listen carefully not only to their words, but their tone, as well.
LEAD THE CUSTOMER: By using the five-step sales process, the customer will follow your path to answering you questions and listening to your presentation. It’s just like a dance. Make sure you are leading.
<Throughout history, man has invented tools and devices to make their daily tasks easier. Things that we take for granted today, such as paper, electricity, indoor plumbing and just about every item found in our lives had to be invented by someone. Most inventions hold a large importance in our daily lives yet others become obsolete and unimportant.You may look around and believe that there is nothing new to invent. But the reality is, people come up with new ideas all the time. Before DVD’s became popular, could we picture what life would be like without them? A DVD has a sharper images and allows for a higher quality vie
SEND A CARING MESSAGE: Your customer can read your tone, so they can hear if you have a canned speech or memorized script that you are following. Make sure that you show concern, empathy and sincere desire to assist them.
ALLOW YOUR CUSTOMER TO TALK: Assuming you know what the customer wants is presumptuous. Engage the customer to find out about them. Ask good quality questions to get the customer talking. Listen carefully not only to their words, but their tone, as well.
LEAD THE CUSTOMER: By using the five-step sales process, the customer will follow your path to answering you questions and listening to your presentation. It’s just like a dance. Make sure you are leading.
ENJOY THE INTERACTION: Have some fun with your calls. Selling is an exciting profession as well as a gratifying one. Where else can you build long-term relationships, solve people’s problems and make good money while doing it? People like to do business with those who enjoy their work.
SIMPLIFY THE PROCESS: By making it easy for your customer to buy, you are shortening the sales cycle, reducing stress and freeing up time to sell to another prospect. Figure out ways you can cut time by faxing or e-mailing contracts along with the proposal, providing materials to customers in anticipation of their needs, communicating follow-up plans and streamlining the complicated process
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