Archives for 2007
#10 of 10 Telephone Sales Tips on how to create a positive image
Prepare yourself for making your calls by getting into the right frame of mind
Know when to say “goodbye”!
The thinking behind this one originally was that you could actually ruin or lose a business opportunity by not courteously and speedily wrapping the call up once you’d achieved your goal.
The idea was that the other person then had time to start thinking about whether he had made the right decision and, more often than not, would reverse it.
Now that implies a certain degree of “hard sell” that doesn’t really apply to the way that most business is done. Yet the message itself is still valid if we look at it a different way:
These days, more than ever, people are bombarded with advertising messages every which way they turn, from every media you can think of. They are time- and attention-poor. So I’m going to take that tip, change its emphasis and wrap up this series of 10 tips by saying:
Get in there, talk to the right person, state the reason for your call succinctly and politely, ask relevant questions, listen to the answers, don’t overstay your welcome and use the telephone to help you build profitable relationships.
Simple. (Maybe not easy, but, yes, simple.)
Have fun 
Linda Mattacks is the author of a series of training courses available at SellingForBusiness.co.uk developed to provide easily accessible training for small businesses who are not in a position (or may not want) to take time out to attend formal training sessions.
#3 of 10 Telephone Sales Tips on how to create a positive image
Prepare yourself for making your calls by getting into the right frame of mind:
Speak clearly and a little slower than you would normally
Don’t rush your words as though trying to win a race or punctuate your words with “er”s and “um”s. It’s usually nerves that cause that, so just take a few deep and calming breaths before calling the number.
Speak reasonably slowly and clearly to the person who answers the phone and continue to speak slowly and clearly once put through to your targeted individual. You want to pitch it a little slower than ordinary talking pace and not too loud, so the other person is automatically encouraged to concentrate and listen to what you’re saying.
If you know what you’re talking about and believe in it, and have prepared your opening statements and questions in advance there’s no need for you to either gallop through your words or start floundering and dithering
So relax a bit and enjoy your self!
#3 of 10 Telephone Sales Tips on how to create a positive imageLinda Mattacks is the author of a series of training courses available at SellingForBusiness.co.uk developed to provide easily accessible training for small businesses who are not in a position (or may not want) to take time out to attend formal training sessions.
#4 of 10 Telephone Sales Tips on how to create a positive image
Prepare yourself for making your calls by getting into the right frame of mind:
Keep your mouth free of obstructions
That means no sweets, gum or cigarettes! It also means nothing to drink. Anyone who uses the phone a reasonable amount can easily hear the difference in the sound and pauses of your voice.
Your telephone sales call will be either a prelude to or alternative to a face-to-face call. You don’t turn up to a face-to-face sales meeting (or any business meeting for that matter) eating, chewing gum, smoking, or with a drink in your hand, do you? So why should you think it’s acceptable to do so via the telephone?
It’s much better for you to take a proper break away from the phone once every hour or so, even if just for a few minutes, and come back revitalised and refreshed.
Happy telephoning!
#4 of 10 Telephone Sales Tips on how to create a positive imageLinda Mattacks is the author of a series of training courses available at SellingForBusiness.co.uk developed to provide easily accessible training for small businesses who are not in a position (or may not want) to take time out to attend formal training sessions.
