Archives for November 2007
#6 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
Project an aura of friendly professionalism
This can be broken down into two parts:
1 Style of approach
With prospects you don’t know whom you’ll be talking with or what to expect and one of my top rules on that is: Don’t try to be too chummy.
If you’re tempted to disagree on this one just notice how you respond the next time someone cold calls you and does it to you…
You may find that, over time, you develop a really good relationship with some of your clients/ customers and that’s great. Depending on the individual it may be appropriate (and expected) that you spend a little time ‘shooting the breeze’. But remember, this is primarily a call concerning how you can potentially help them in their business.
You are not calling as their bosom pal and buddy-buddy. Having said that, if you’re anything like some accountants or lawyers I’ve spoken to on the phone, it might help you to lighten up just a bit!
2 Product/ market knowledge
If you are in a position where you are representing your company you’d better know your onions! And, equally as important, understand how your products, services or solutions help your target market and be able to convey that to it.
Why do you think business blogging has become so popular? One of the reasons is, providing you stick to stuff you actually know about, it gives you a chance to establish yourself as an expert (or at the very least, extremely knowledgeable) and to gradually grow your reputation in your field.
Go get ‘em!
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.
#5 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
Be a good listener
You have two ears and one mouth - use them in that ratio.
It probably isn’t the first time you’ve come across this advice and it won’t be the last, either!
When you make your phone calls you will have prepared your opening questions together with some information gathering and qualification questions, all based around your prospects’ or customers’ business needs. It doesn’t matter how astute the questions are if you don’t really listen to the answers.
A big mistake made by many sales people is that they are so intent on telling their prospect or customer about the wonderful things their products/ service/ solution can do for him or her, they don’t listen to what he or she is saying!
Listening intelligently enables you to tailor further relevant questions, which in turn will ultimately allow each of you to decide if there’s a potential ‘fit’ that’s worth exploring further: Mutual decision, not one pushing the other.
Have fun - it’s catching 
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 “erâ€s and “umâ€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!
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.
