Always remember one important thing in Sales : "No calls = No sales."It means that making calls is a very important part of Sales.It is obvious that there will be rejections when you call to give presentations.This is called "Call reluctance."When you experience call reluctance,you need to move on with the next person in your list.Rejections must never STOP you or reduce the pace with which you had started.Otherwise,this will lead to INACTION.
Approximately :
-50% of salespeople quit after first rejection.
-60% quit after the second rejection.
-70% quit after the third rejection.
-80% quit after the fourth rejection.
Only 20% of salespeople go beyond the fourth call and 80% of sales are made around the fifth closing attempt.No wonder 20% of people are making 80% of sales.
"Intention without action = Zero result.
Action without direction = Zero result."
Telephone Calling: This is the major part of Sales.You may not always get the chance to speak directly to the decision-maker.At such times,you must bypass the gatekeeper/Secretary.Here are some general tips to be followed while speaking to the secretary,which will help you reach the decision-maker.
WHEN SPEAKING TO THE SECRETARY:
1. Introduce yourself clearly,by name and company.
2. Don't avoid his questions or mumble and fumble.You have to impress him as well.
3. Be pleasant and courteous,but don't try to be pompous.
4. It is preferable not to ask,'How are you doing?' because it sounds phoney.Don't make it a social call.Be precise and to the point.
5. Don't say it is a personal call,because that would be a lie;you lose your credibility and it irritates the prospect.
6. Don't ask for the person by his first name.
7. Don't read your telephone sales script,because people can tell it is canned.
8. Make your point and be silent for few seconds.Silence puts the pressure on the secretary to put you through.
Upon fixing the appointment,immediately Reconfirm it in writing.Send an email or fax.Don't call and Reconfirm with the client especially if it is the first appointment.
IDEAS IMPORTANT FOR EFFECTIVE TELEPHONE SKILLS :
1. Prepare your data one day in advance for your phone calls.
2. Fix the number of calls per hour.
3. Ensure you achieve your hourly target.
4. Prepare your script in advance.
5. Practice your telephone script till it is internalized.
6. Your voice should be pleasant without being over-friendly.
7. Your positive attitude reflects in your tone.Your conviction and belief in your products is reflected in your voice.
8. Be confident but polite.
9. Speak at a pace which is neither too fast nor too slow.Too fast shows nervousness,too slow is irritating.
10. Make sure you only make a presentation to the decision-maker.
11. Practice courtesy and politeness with whoever answers the phone regardless of whether they are the decision-makers or not.
12. Make sure you pronounce the people's names correctly.If you are not sure,ask,'Am I pronouncing your name correctly?' People appreciate your asking rather than hearing their names pronounced wrongly.
13. Keep your telephone call brief and to the point.
These are the most important things to be followed while making telephone calls.
Hopefully,this blog post was meaningful and knowledgeable.I wish,if that can happen,you take back atleast one important learning from this blog post.
Thank you for reading.
VISHWESH WALI FROM INDIA.
