Being able to successfully win business over the phone is an incredibly useful skill to have. Not only does it open the door to many opportunities but it’s a unique ability, as many people find it difficult to do. However, once you’ve got the hang of making phone sales you’ll never look back. Here are some tips on how to develop this essential skill for yourself.
Create the right mindset
No one is saying cold calling is easy but it’s possible to be successful if you’re in the right state of mind. Prepare yourself to make sales calls, create a script, pick a moment when you’re feeling good about it and start to get into a routine so that every call begins to feel easier.
Focus on one thing at a time
It’s a lot easier to be successful at phone sales if you’re just focused on one goal. That could be to make a sale, upsell a product or gather information.
Practice by listening to yourself
If you record yourself on early calls you’ll be able to assess for yourself where improvements might be made.
Get the right tone
Although professionalism is key, sometimes this manifests as an overly formal approach that is difficult to engage with. If you can find a tone that is effective but friendly then you’ll see your results improve significantly.
Hope for the best, prepare for the worst
It’s likely that not every call will be easy – many customers and clients don’t like cold calls. So, it’s often better to approach the calls expecting obstacles and resistance. That way, if you don’t experience either, it will be a pleasant surprise but if you do you’ll be well prepared.
Keep it conversational
The fastest way to lose the attention of the person you’re talking to is to sound like you’re talking to them from a pre-prepared script. Some people even find this insulting and may be especially unimpressed at such a perceived lack of effort. So, as much as you can, ensure your call sounds like a conversation not a sales pitch.
Keep your attention on what you’re doing
If you start multitasking at the same time, whether that’s tidying your workspace or working on other documents, it’s likely a prospect will be able to hear either what you’re doing or pick up on your lack of interest and they will soon switch off.
Ask lots of questions
The biggest mistake many people make with phone sales is to only talk at the person on the other end of the phone. Make sure you ask questions – to uncover any hesitation or obstacles to purchase and to find out more about the customer.
Don’t push too hard
Most customers won’t be convinced by this they will simply hang up.
Work out how to deliver your information in the shortest time possible so that you’re not unnecessarily taking up people’s day.
Don’t give up
Rejection and refusal are all part of the process – you’ve only failed if you stop trying.
Learning to master the art of phone sales is a great skill to have. Our Winning More Business on the Telephone course is perfectly designed for those who want to improve at phone selling.