subject: The Art Of Selling By Telephone [print this page] A person who earns a living by making commission needs to know effective selling over the phone techniques. No one wants to have a phone conversation in regards to a product or service if the person calling has a rude approach, seems impatient or has a robotic tone to the tone of voice. Initial impressions do not take long to form. Therefore, a salesman has to gain the full interest of the listener in a matter of seconds.
Selling means convincing another person that the product or principle has huge value over similar products and concepts offered by competitors, so the sales person must have an enthusiastic attitude that makes the listener continue listening rather than hanging up the phone.
Respect the listener's time and activity schedule
You should keep in mind that anybody who receives a phone call from a person selling over the phone may not have quite a lot of time to listen to a sales pitch. A telephone call, whether from a telephone merchant or an acquaintance, always disrupts the person who answers the telephone from another activity.
Whether the listening party is cleaning the floor, writing out a report, watching a favored television show or resting, the person receives a surprise disruption anytime his or her telephone rings. It is, therefore, best to make sure the listener is presently in a listening mindset prior to going into a sales pitch or trying to plan a primary appointment. If the sales person shows attention to the listener then this will make them respect the sales person much more when they call back.
Use the person's name more than once during the conversation
If an individual selling over the phone is lucky enough to gain the interest of the listener, the next thing is to find out the listener's name (assuming that the salesperson is making a cold call with no previous knowledge about the person's identity). If the listener chooses to give you there name then it is vital to address there name each and every time you want to get an important matter across. Saying the person's name out loud helps to make the individual feel that the salesperson is not a stranger and causes the listener to pay more notice. Of course, the sales rep has to use the person's name only during crucial parts of the conversation that can lead to a sale or appointment.
Write out a brief script before placing the telephone call
If you write down some things you would like to say then this could make selling less complicated for you, nonetheless reading out a script can sometimes be quite time consuming for the listener this is the reason they have a tendency to hang up the phone. A few crucial sentences formerly written down, including the ones that open and close the discussion, can certainly help the sales person to remember, and accentuate, crucial points. Once the sales rep is speaking they have to sound normal just like they were having a discussion with a good friend or member of the family.
One thing that is essential to keep in mind when trying to sell over the telephone is that great sales tactics will need accurate telephone etiquette. If the sales agent is very well mannered then this is a fantastic way to keep your listener interested.
