The telephone is a powertool in sales, it is one of the most widely used tools for increasing business, it produces excellent and predictable results, yet it is something sales people will always try to avoid.
1 ) Plan your sales calls as part of your work week every day in a block time..
Cold calling like anything else requires discipline; we always seem to put it off waiting for the right time, there is never a “right time”.
2 ) Define your target market
Before cold calling take the time to identify your target market, who are you going to target for the business this year?
3 ) Be prepared with a list of names before you call
If you are not prepared with a list of names before you start you will spend too much time looking for who it is you need to speak to. Remember those who fail to plan, plan to fail.
4 ) Opening the call
Remember every phone call is an interruption; you need to overturn this interruption in the first 15 seconds by creating an immediate interest.
5 ) Establishing needs
You need to ask questions to establish customers needs, always ask open questions starting with How, What, Where, and When.
6 ) Your sales presentation
Have 100 per cent knowledge of your product, knowing its features, advantages and benefits. Remember Features tell and benefits sell so always talk benefits.
7 ) Overcoming objections
The largest reason people fail on a cold call is their inability to overcome objections, always clarify the objection with the client, have a list of questions prepared.
Persistence is one of the key virtues in selling success. Most sales are made after the fifth call and most sales people quit after the first, so stop putting off those important calls… Get started today…
Compelling reasons we need to be actively involved in telesales:
Those who prosper in challenging times are those who take the initiative
Immediate feedback for effective sales planning
Results can be immediately measured and call objectives/script can be adapted to meet market responses.
Your competitors have already started!
Training is this area proves invaluable to companies large and small. Remember sales calls drive activity, activity drives sales. Salestrainer.ie runs an inhouse course “How to win appointments on the phone” with a huge success rate.
Orla Conneely is a chartered member of the Chartered Institute of Personnel and Development, is an accredited business coach and is a member of the Sales Institute of Ireland. Orla has recently spoken on sales training at the Financial Skillnet Conference alongside renowned economist David McWilliams. For more information on Orla and salestrainer.ie call 091 384529 or log onto the company website www.salestrainer.ie
