Tag Archives: Phone Sales Techniques

How To Successfully Sell On The Phone

How To Successfully Sell On The Phone

Did you know that:
80% of business contact is done by telephone.
85% of business success depends on telephone communication.
95% of managers do not know how to communicate with clients and effectively and sell over the phone!
WHAT TO DO?
Training on effective sales call

Consultant: Chris Jackson.
Target audience – Executives and Sales Managers; Sales Personnel & Procurement Managers; Employees of Call-Centers.


TRAINING OBJECTIVES
  • Learn effective sales techniques on the phone
  • Work out the techniques and technologies to overcome the barrier and reach the Decision Maker
  • Learn effective Sales Techniques and Negotiating over the phone
  • Analyze and identify reasons for calling the Client & turn that Cold Call into a sale.
  • Speech scenarios of entering into contact with the Prospect & present them a business proposal
  • Types and kinds of objections on the phone
  • Basic rules of telephone etiquette
RESULTS OF TRAINING
  • Mastering the techniques and skills to effectively communicate by phone
  • Attracting customers through professional and mentally competent communication by telephone
  • Removal of barriers in the process of stress first call the Customer
  • Increase successful telephone contacts
Part 1. Preparations for talking on the phone
  • Specifics of telephone contact
  • Why is harder to sell on the phone?
  • The importance of emotional and psychological mood
  • Common mistakes and difficulties in the process of telephone communication with the Client
  • Basic quality and basic skills of a manager
  • “Telesales” is a game you need to master
Part 2. The process of selling goods over the phone
Step 1.  Getting past The Gatekeeper:
  • That first call. How to talk to the Gatekeeper
  • Using your tone to get what you want to know
  • What to say when the Gatekeeper says “NO”
  • Examples of “How to effectively sell over the phone”
Step 2. Presentation of a business proposal on the phone.

“Personally, I love strawberries and cream, but the fish that I catch on a fishing trip, alas, prefers worms. ” (Dale Carnegie)
  • Basic rules of welcome and entering into contact
  • Determining the type of client and identify their needs.
  • Delivering a business proposal to the Client.
  • Exercising “Empathy”
  • The Cold Call is a two-way conversation
  • Techniques appointments meeting by phone target customers. “The tactics of alternative promotion.
Step 3. Working with Objections
  • Reasons for objection and the general rules of communication manager in the process of objection
  • Types and forms of objections:
    • – “We are pleased with our supplier …”
    • – “Your product/service is too expensive …”
    • – “If we are interested we will call you back …”
    • – “Not Interested …”
    • – “Tell me how much it costs
    • – “Send a proposal by fax (e-mail)»
    • Etc.
  • Conduct training on the refinement of the above objections. Error analysis and correction.
Step 4. Methods of Leading the Prospect into the sale.

Step 5. Ending The Call.
  • Phrases in parting with the Client
  • Positive Client Programming
  • Methods of remembering the manager, his suggestions and his company

EACH PARTICIPANT IS PROVIDED
– A set of teaching materials
– CD of the Workshop
– Copies of the books “The Art Of Telemarketing”, & “Pick Up The Phone”.
COST OF PARTICIPATION IN TRAINING:
$179.95 USD Per Participant.
The price includes: Information and consulting services; Collection of materials; Coffee breaks; Lunch; Discussion papers and exchange views with the lecturer.
Seminar Time: 9.30am – 5.00pm over 2 days
Break: 1.30pm – 2.30pm
Early Registration Discount – 10% Discount

Registration: E-Mail: Sell On The Phone Seminar Registration.

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Telephone Sales Workshop

TELEPHONE SALES WORKSHOP

Quality and effectiveness of the sales manager often determines the success of the company as a whole, which creates a constant need to systematize, improve and develop the skills of sales staff. This training will enable participants will hold a coherent picture of the sales process by telephone with the possibility of adaptive changes depending on the context of practical use of making a phone a real source of profit. The method is based on a synthesis of sales practices, and psychological technologies and the real application of this approach in business.

Consultant: Chris Jackson.
Overview: to teach participants how to effectively sell over the phone and personal workflow.
Target Audience: Sales managers, Call-centers.
Location: Webinar
Onsite Training is available in the United States, Canada, UK by request

1. System
  • Structure of the organization of work in telephone sales
  • System laws in sales
  • Personal and professionalism factors influencing the sales process
  • The personal selling process: principles and practical tools
2. Technology
  • Work with the customer base: the formation, segmentation, update
  • Use software and other tools to automate and improve the quality of work with client
  • Quantitative and qualitative performance measures: the structure of personal records
  • Stages of the process of phone sales
  • Setting goals and objectives for each stage of
3. Toolbox
  • Communication by phone: Features, limitations and opportunities
  • Professional negotiation on the phone
  • Methods of psychological impact in a remote work with the client
  • Diagnosis of personality characteristics of the customer’s voice
  • Express method of development and impact of voice on the state of the interlocutor
  • Verbal and nonverbal control technology contact
  • Active listening and feedback in a telephone conversation
  • Speech Strategy influence
  • Effective work with resistance and objections to the customer
  • Methods of reasoning and persuasion
4. Practice
  • Preparation for sale: psychological, vocational, technical
  • Methods of entering the person make decisions affecting it.
  • Passage of secretarial and other barriers
  • First contact with the customer: Building business relationships
  • Formation of first impression and professional confidence in the credit
  • Appointment of a business meeting by telephone: different types of scenarios call
  • Scenarios conversation: primary, again, recommended a call, etc.
  • Orientation to the client: Questions elucidate and update requirements
  • Features of business writing: language, style, key phrases
  • The offer: structure, contents, methods, reports
  • Selling the benefits and advantages of a business proposal
  • Positioning of the proposals and methods of detuning from competitors
  • Commitment and record the agreements
Methods of work: lectures, interactive exercises, role playing, brainstorming.
EACH PARTICIPANT IS PROVIDED
– A set of teaching materials
– Copy of the book “Pick Up The Phone”.
COST OF PARTICIPATION IN TRAINING:
$129.95 USD Per Participant.
Seminar Time: 9.30am – 1.30pm
Early Registration Discount – 10% Discount

Registration: Please E-Mail: Seminar Registration.

Telemarketing – Still The Forefront Of Business

Telemarketing – Still The Forefront Of Business
By Chris Jackson
Dated: Oct 23, 2009

Telemarketing – That word can send a lot of people running for the phone to register on the National Do Not Call Directory in an effort to not be called during dinner or the football game.
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So many people fail to realize that Telemarketing is the backbone and strength of every successful business. From the small developing business to the multinational. Telemarketing is still the forefront of every successful marketing campaign.
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Back some years ago, before the birth of “Mass Telemarketing” – which did lead to the industry getting a bad name – the old ways of marketing involved placing an ad in the yellow pages, advertising in the local newspaper, and handing out flyers to promote one’s business.
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While those styles of marketing are still in force today, what methods are more and more businesses turning to? That’s right. Telemarketing. While it can be said that traditional advertising and marketing efforts can bring in results, telemarketing is still the fastest way to create Awareness of your business, and in today’s competitive marketplace, you need every resource available to bring in new clientele.
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Telemarketing is just more than someone calling you and offering you a subscription for the latest magazine fad. Telemarketing, and how other perceive the caller – is your first line of attack in the business market.
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In fact, come to think of it, everyone uses their own form of telemarketing in one way or another. Let me explain. Say for example you want to apply for a home loan. What do you do? You search out the banks in the area, make some calls, find out about their criteria and mortgage rate, then you compare. Or, if you need some mechanical work done on your car. What do you do? That’s right, you call different mechanics, get some prices, and make a decision from there. Or what about when you want to enroll your toddler in school? Do you settle for any school that you see or do you phone different ones to find out more about them? If you are the norm, in all instances you will call around, get information and make your decision from there. That, dear residential friend, is Telemarketing. Maybe it is not the same style of telemarketing as you would be used to, when you are called at dinner time, but still, what you have done is essentially “Cold Calling”. Albeit – Telemarketing.
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Businesses that are developing are realizing the importance of Telemarketing. Even the start up venture funding corporations are realizing this. Even many businesses that have never even considered telemarketing as an option for their promotion or to increase sales of their products and/or services are turning to telemarketing. Why? Because telemarketing is still the fastest way to convey your message across to your potential buyers.
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Sure, internet marketing can work. But the dynamics of putting an effective campaign together, coupled with; Building a website; SEO marketing; PPC Campaigns, Social Networking, and to add to this that you are competing with some 3 Billion other unique domain names AND further competing with the other 2,000 websites that are being built everyday, your hope of creating a successful presence by using the internet alone is not something that will bring immediate results.
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Advertising in your local paper can work. But the Return On Investment is not something that would bring the results you want. So what other alternatives are there? There is Radio or TV spots. Nice idea, if you have thousands or tens of thousands of dollars to spend on a campaign, that may get you half a dozen or so calls for your money.
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Bottom Line? Bottom line is Telemarketing is still the fastest way to get the word out about your business. Yes, telemarketing has had a bad rap over the years, but it is still the lifeblood of every successful business.
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I am not a genius with an IQ of 160. But I know Telemarketing. I have worked in the Telemarketing Industry for the past 15 years, and in that time I have worked with SME’s to Fortune 500 Companies in the United States, Canada, UK/Ireland, Dubai, Russia, and Australasia, and I have personally generated close to 500 Million USD for companies globally.
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I have been dubbed one of “the few Multinational experts in the industry”, “A leading veteran in the field”, and “There are telemarketing pros, then there is Chris Jackson”.
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If you are considering using telemarketing for your business, do your homework. Telemarketing is more than a job. For some of us, it is an Art. If you would like a free 30 minute consultation about your campaign, I would be happy to talk with you more to discuss opportunities.
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Skype name is: Leadsnz
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About the Author
Chris Jackson is the author of several books, including the book “Pick Up The Phone – The Fundamentals Of Modern Telemarketing”, and an expert in the field of Marketing and Telemarketing. Founder of several successful businesses over the past 15 years, Mr. Jackson has experience in a wide variety of industries and geographic locations including North America, Europe and Australasia. Combining a unique blend of entrepreneurial flair and breadth of experience acquired over the past 15 years, Mr Jackson has consulted to dozens of companies as a marketing strategist to assist business owners to unshackle themselves from the day-to-day operations of their companies, catapult their success and achieve personal and financial
freedom.
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FAQ’s

Answers to the most common questions I receive online or by email about the service:

1. Do you work in our time zone?

Yes we can call into your country. If you are familiar with the phrase “follow the sun“, then no further explanation is necessary.

2. How can you help me?

We have worked the B2C/B2B/Corporate sector for 22 years, working with clients in the US, Canada, Australia, UK/Ireland, Dubai, Europe, Russia, Hong Kong. Not only do we have the experience in these arenas, but we have lived in the US, Europe and Australasia. Each country and target market is different, depending on whether you want to reach out to SME’s to A, B or C Level Executives.

3. Are the fees negotiable? Can you work on commission?

Fees are only negotiable for existing/established clients. As for taking on projects that are commission based, we don’t accept commission work.

4. Can you come to our workplace and train our staff?

Yes. Staff Training is subject to the fees listed HERE.

5. What if I want to cancel?

You can cancel the service at any time. However, if you cancel during the block/time ordered, any refund due will be subject to standard fees.

6. How do I know the leads are good?

Chris has been in this industry for 24 years, and he has generated over $500 million dollars for clients globally. His referrals listed speak for themselves.

7. Do you outsource the work to someone else?

If your project is on a large scale, then we work with local Freelancers in our network who are onboard to assist in generating leads. Otherwise, we do all the calling ourselves.

8. If I use your service, am I eligible to claim this on my tax?

Yes. Any fees you pay a consultant are eligible to be counted under “business expenses”, of which you can itemize and include when you lodge your tax return. If requested, I can submit a monthly invoice in PDF format for you to lodge with your accountant. If you have questions, ask your accountant.

9. Do you find your own leads or do we supply them?

We prefer that you supply the data. Otherwise, any data harvesting is subject to standard fees. Please note, that if you supply the data for me to use, then you can expect the results to be based on  the quality of the data. IE: If you give me a database that is over 6 months old, and some of the prospects have been spoken to before, and then when I call and find out that the prospect has never heard of you, or the prospect never worked at the company, then don’t expect miracles. A Telemarketer will only be as good as the data provided. Another words, don’t expect gold when digging through a pile of mud.

10. Where are you located?

We are based in Philippines but we spend our leisure time traveling between Australia/Philippines/ UK and Europe. We are avid travel-bugs. We travel every two or three years, and wherever we go, the Laptops come with us. So we work remotely from whatever country we are based in.

11. You also write Business Plans?

Yes. Chris has dealt with many businesses in the past 24 years that wanted advice on how to put together a Business Plan, from those seeking $10,000 Micro-loan through to those who sought $50 Million Venture Funding. Chris has written Business Plans that are simple through to complex plans that Venture Capitalists look for.

12. I am interested in starting a campaign. Can I have a conference call with you to discuss?

Sure.  Contact  us  for a FREE 15 minute consultation to discuss your requirements. However, if you want to talk about your campaign at length (or at your office), a standard fee applies. NOTE: If you would like me to come to your office for a consultation, a standard fee of $45 an hour applies, (plus travel costs).

13. I don’t have a script. Can you write one for us?

Yes. I can write a professional script. The fee for this is $100 AUD, complete with rebuttals

14. How can I be sure you provide the service I want and not run off with my money?

I have a lot of feedback, and the results speak for themselves. On this site you will find the highlights of what I have accomplished over the last several years, as well as client testimonials.

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FYI’s: Your Call Center Team (or individual) is your first line of attack. How the prospect sees you as a company comes down to how Knowledgeable & Professional the telemarketer is.

If you want Professionalism, you hire a professional to do the work. A Professional may cost more, but they also get the job done with no supervision.

For more details, contact me.

Seminars & Workshops

INFORMATION ON
SEMINARS AND WORKSHOPS

Boost your sales, leads and appointments on your outbound phone sales calls!

Ideal for SME’s, telemarketing professionals, call centers and sales people.

Seminar presentations on B2B telemarketing, telesales, customer retention, and related subjects for your national meetings and executive forums.

These seminars explain in detail how traditional techniques of “controlling the decision-maker’s thinking” do not work, leading to very few results and short customer-relationships WHILE actually creating a negative image of your company in those who refuse a contact.

The seminars includes how to design telemarketing scripts that sell and what to avoid in script development!

Seminar Topic Examples:

  • Trends – Modern trends in marketing. Social networking etc
  • Business Planning – A successful business needs proper planning. An in depth look at their business plan, whether they are a start-up business or want to look at effective changes
  • Recruiting – The best places to source top talent, recruiting on a budget.
  • Competitive Marketing – How does a business compete in the modern world?
  • Website Presence – A unique & dynamic web presence means a lot.
  • B2B Telemarketing – How to Find, Land, and Keep Customers
  • Phone Sales Techniques – Your callers are your first line of attack in any business, and how your callers come across to the customer is how the customer will see your business. You could have the greatest product on the market, but if you do not have the right people calling for you, your campaign will fail. How and what to do. Sound more professional on the telephone; Turn more inquiries into sales; Techniques to boost your appointments; Build rapport quickly with all callers; Handle every objection confidently and effectively; Overcome call reluctance and getting motivated

I undertake consultation assignments that involve setting up new activities for B2B companies and working closely with you to ensure that the recruitment, training, implementation and supervising of the project run smoothly until it becomes established and produces at a viable range and with prediction.

Cost

  • Webinar – $395 per person. Webinars run for approx 3 hours
  • Live Seminar – $895 per person. Live Seminars run for approx 6 hours. Includes Welcome Drinks and Executive Round Table Dinner
  • Private Consultations/Workshops at your workplace (worldwide) – 2000GBP a week plus travel/accommodation expenses.

Private Workshops at your location include all the Seminar Topics mentioned above.

Seminars includes Workbook, CD, and copy of “Pick Up The Phone“.