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Archive for May, 2012

How to Develop Your Telesales Skills

Thursday, May 31st, 2012

Selling over the phone can always be improved by investing in some clear areas can immediately improve your telesales skills.

Sales books

One of the quickest and most economical ways to improve sales skills is to read some of the many sales books that have been written on telephone sales skills. There is no need to reinvent the wheel as there are plenty of people that have gone through the trial and error of selling over the phone and found out what works best. Leverage this knowledge and information that is readily available to improve your results.

Formal training

The next step beyond sales books for developing telesales skills is attending formal sales training. This would be leveraging structured training programs that provide structured knowledge transfer that is focused on improving your sales knowledge and skills.

Learn from others

Working in a telesales environment, you may have other people working around you that are doing the same job as you. These people are one of the best resources for learning and developing your skills. Observe what everybody is doing and identify what others are doing well and what others are not doing well. There is something to take from watching and learning from both – learn what to do from those that are performing well and what not to do from those that aren’t.

Work with a coach

To improve telesales skills, the option exists to always work with a sales coach. This could be someone you work with like a manager or mentor or it could be an external sales coach that does coaching as a profession.

Role-play

Whether working with a coach or not, adding sales role-playing to your development activities can be one of the most powerful exercise you can do. This would be practicing different sales situations with someone else.

Reflect

One powerful habit to get in is to reflect back after different calls while working to assess what just happened. Reflect back to think about how things went – what went well, what could have gone better? Identify what objections the prospect might have had and how your responses to those impacted the call.

Launch Pad Solutions provides cold calling coaching helping sales pros to develop telesales skills.



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Sales tip of the day – Reflect back to improve moving forward

Tuesday, May 15th, 2012

There is something to learn from every cold call that you make, whether it goes well or it was a complete bomb. If you add a simple step to your process where you reflect back when a call ends and learn something from what happened, you can greatly improve your ability and performance on future calls.

One reason this is so helpful is that the situations that you will find yourself in are likely to recur. If you can learn from them to identify what happened and what could have been done better, you are likely to do what is right when the same scenario occurs again.

Another reason that this is important to do is that it is really hard to prepare for every scenario. Your initial sales training may get you going to where you have a good idea what to do. But there is no way for training to prepare you for all of the curve balls that you will receive. This is why you must learn as you go and build a library of experiences and responses and reflecting back will help you to do this.

When you reflect back, there are a few things that you can focus on:

  1. What went well, what what not so well?
  2. Objections: What objections did the prospect have, what were your responses, and what were their reactions to your responses? Were they able to end the call? Was there something that you could have responded with that kept the call going?
  3. Questions: Did you get the information you needed? What questions could you have asked to gather more information from the prospect and keep the call going?



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Sales Tip of the Day – Value Awareness

Thursday, May 10th, 2012

When we sell and reach prospects that do not show interest in talking with us or have a lack of interest in our products, we can begin to have doubt in what we sell and maybe doubt the company that we represent. This can have a negative impact on your results as it can not only change the tone of your voice to one that has less confidence, but it can also change how you respond to objections as you may have more of a “needy” frame of mind than confident.

The reality is that that the company that you represent is established and provides products and services to an existing customer base. These existing customers are receiving value in the form of being helped to decrease costs, increase revenue, save time, decrease risk, etc. Businesses need what you provide and those that need it but are quick to say they are not interested are missing out.

When you keep this in mind, and become fully aware of the value that your company, your products, and you yourself have to offer, then you can shift from a needy frame of mind to one of confidence. This can have a positive impact on how you carry yourself when talking with prospects and can improve your sales results.

If a prospect either does not need or is too stubborn to see how they can benefit from what you have to offer (after you go through a good attempt to communicate with them), the mindset should be that is fine because there are a lot of other prospects out there that need what we have and get it in and then quickly move on to find those prospects and scratch this one from the list.


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Try to Get the Internal Referral During Sales Prospecting

Wednesday, May 9th, 2012

Sometimes being a sales person is like being a detective. We are trying to find the prospects that fit a particular description and we often have to navigate large, confusing organizations.

To help with this, when you are performing some sales prospecting and reach somebody and whether it is a good conversation or not, at the end of the call, go for the internal referral. An internal referral is when someone tells you somebody else that you should call in the organization or at the company.

Here is some sample language:

If you call the wrong person: “Oh ok. Do you happen to know who the person is that is responsible for that?”

If you reach the right person: “Great, thank you for you time. Do you know who else I should reach out to on your side in terms of somebody that might benefit from what we do?”

Sometimes people might be reluctant to give you a name as they don’t want to have any negative light shined on them for giving out someone’s name. If you sense this, you can try to defuse this fear by saying, “and, I want you to know that I won’t mention your name when I call them or anything.”

This is a step that can be added to the end of most conversations.  Try to add it to your routine and see if your sales prospecting improves!



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Sales Tips for Calling Executives

Tuesday, May 8th, 2012

When calling a CFO or a c-level executive, you can sometimes ask the gatekeeper to transfer you to the executive assistant to the CFO instead of asking to speak with the CFO directly. If you ask for the CFO directly, they may either shut you down or dump you into a voicemail box. Not that it is not worth asking for them directly, but as another option (or second option) you can ask for their assistant who will have a tremendous amount of information and may be able to help get you in.

When you reach the assistant, treat them like a prospect and tell them why you are calling. You can tell them the company you are with, how you help businesses and why you think it might make sense to reach the executive. Depending on how the executive assistant responds, you could ask some qualifying questions to try to gather some information and share some of the common pain points that your prospects have to see if there is any pain that he or she knows about.

There are four great end results or goals to work toward with this sales tactic:

    1. If you get their buy-in, you can get their advice on how to best interact and communicate with the target executive
    2. Actually get them to help you to get on their calendar
    3. Get them to transfer you through
    4. Find out other contacts in the organization that you should call and introduce yourself to

Go out there and get some meetings with high value targets at the executive level!



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Find the Prospects that Have Pain to Generate Leads

Friday, May 4th, 2012

The products and services that we sell help our existing clients in certain areas. You job is to find prospects that need help in these areas and in order to find the people that need help, we must find the prospects that have pain.

In order to find pain, we want to figure out if the people we talk to are great, just ok, or could be better in the areas where we have services to offer. If they are great, that is fine and they are maybe not a fit. If they are just ok or could be better, we want to create a conversation where we can talk to them about how things are going and share how we have helped businesses with those same needs.

If they are great, or think they are great, they may still have pain but are just unaware of it. This is where throwing the common pain points at them can trigger something. If you go through both the qualifying questions and the common pain points in the script and they feel like they are great, simply move on.

Find those people that things are just ok or could be better. They are out there.



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