When selling over the telephone, confidence has to be spoken as well as your belief that what you are offering is a really good deal. This is communicated in both your energy and your words, increasing the odds of a positive outcome. After that, you will start down the path to an successful close.
Step #1: Achieve a timeframe
One way to find out how ready the customer is for making a purchase is by asking what their timeframe is. If you are having difficulty closing the sale, attempt to get the customer to share with you what their timeframe is for making a decision.
Step #2: Ask for the Sale
As a psychology of buying, sometimes a customer may not want to purchase thinking that holding out will provide them with a better deal. They will have more time to research, etc. So, the time to start asking for the sale is once the perception of high value has been reached. Once you've presented your best incentive, it's time to ask for the sale.
Step #3: Offer a Moment of Silence
Remember that when the temptation arises to start pressuring them to take your offer, the opposite tact of just remaining silent for a moment on the phone works better.
A moment of silence on the phone can seem interminable, thus causing the customer to want to fill in that void. Just to get over any awkward spaces, they will respond and it will likely be an objection.
Step #4: Overcome Objections
In phone sales, an objection should be handled respectfully and in a helpful manner. Learn how to deftly handle all objections in role-play before you are handling on the phone. Think up as many objections someone might have so you are ready for any that present themselves.
Step #5: Ask for the Sale Again
As you are resolving objections, don't forget to sneak in another request for a sale. You can do this by saying: "If I can resolve this issue, would you be willing to buy this product or service now?"
Step #6: Hit Those Trigger Points
If you get a no, emphasize the value once again in a way that emphasizes the loss or benefit in a person's mind. Maybe the offer is time-limited and will not be available any other time, thus emphasizing loss. Maybe the benefit is exclusive and membership limited, thus emphasizing exclusivity as a potential benefit to a high-end buyer. Either way, you will want to hit those psychological triggers.
A phone sales call is not a marathon or a boxing round. It should be accomplished with humor and some personality.
Sales goals are good, but positive energy is even better on the phone sales call. With good energy and some techniques to roll out, you will be well on your way to making stellar sales every month.
Contact us to learn how Walking Fingers Telemarketing can help you achieve better sales success with a full-service phone sales campaign. Call 866-205-2268 or send an email to firstname.lastname@example.org.