The phone is the No. 1 most effective tool of a salesperson in today’s market. No other tool gives you a greater balance of leverage of your time versus actually creating a personal connection. In this video, I will share with you phone tips you absolutely must know about.
Click the video below:
Three Phone Sales Tips You Must Know About
#1. Tone it down. Salespeople have been taught to show lots of enthusiasm on the phone, yet this is really debilitating because nobody wants to talk to the “Hey! How are you!?!” guy.
Tone the opening down with something a little bit more real, something along the lines of, ‘Hey George, Marc Wayshak calling; did I catch you in the middle of something?” By using an approach that’s much more relatable and much more genuine, you’re going to see your connection and conversion rates go up significantly.
#2. Script out the first ten seconds of your call. What’s amazing is that so few people actually truly script out the first few seconds of their call, yet no one’s surprised that research shows us that most prospects take about seven seconds before they decide whether or not to hang up or allow the call to continue.
Don’t leave your opening to chance. Instead script out exactly what you’re going to say every single time in order to engage that prospect.
#3. Lead with common challenges. Your prospects do not care about what you have to sell; all they care about are their challenges and goals. So instead of focusing the call on how great your product or service is, focus the call in a direction that’s going to get them to talk about what’s going on in their world.
Here is an example of how I might start a call with a prospective client: “George, a lot of my clients are coming to me right now for a couple of reasons. One is that they are losing sales to low cost competitors; two is that they are just really struggling to maintain a good sized pipeline, or number three, they are just finding that the ROI on their sales activity just isn’t where they want it to be. Do any of those challenges ring true to you?”
By using an approach that is focused on challenges and then ultimately engaging that prospect, you’re going to find that your prospects are suddenly much more responsive to whatever it is that you ultimately have to offer.
So there you have it: the three phone sales tips that will dramatically increase your sales results—to more and bigger sales.
I want to hear from you, so which of these three tips did you find most useful? Be sure to just share below in the comments section.
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About the Author Marc Wayshak
Marc is is the best-selling author of three books on sales and leadership, including the highly acclaimed titles Game Plan Selling, The High-Velocity Sales Organization and his forthcoming book, Sales Conversations, Mastered.
Marc is a contributor to Inc, HubSpot, Fast Company, Entrepreneur Magazine, and Huffington Post Business. He also hosts a popular YouTube channel on sales strategy with over 103,000 subscribers.
Marc helps thousands of people his data-driven, science-based approach to selling that utilizes all the best tools available to sales organizations today.