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If you are having trouble viewing this newsletter, view the Web Version An off kilter look at sales tips & tricks for telesales professionals |
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Issue 15: Go Fly A Kite Edition
5 Tips For Better Prospecting Tired of the brush off? Sick of prospects telling you to Go Fly A Kite?  Here are 5 tips to make your prospecting calls more effective:
One Look at the product or service you sell and figure out what it
DOES FOR OUR CUSTOMERS.
Not
what it “is” or “does” but what it “does for them”.The best idea is to make a list of what will increase or decrease when someone buys your stuff. That is more difficult for people than it sounds. Most salespeople are use to talking about the features of what they sell and the good things about them. Instead twist that around to what it does for the people who buy it....
Still not sure?
TwoCall your existing customers Ask them! Now that you’ve figured out what good stuff people get from buying your products and services. ONLY Talk in that language! Let’s take a look at kites (why not, we already started off by talking about them). What is someone really buying, when they purchase a kite?
Hello, we’ve been talking with people about how kites remind them of happy childhood memories - what are yours? or
When it’s too windy for Frisbee
this kite is could be the difference between “I’m bored” and “this is great” Now it’s time to work on your own messages! Three Make sure you call multiple contacts at the same account. Sales are partially about finding people who are open to your message. Make sure to contact multiple people in the same account - you never know who might be looking for your solution. Depending on the size of the company, there may be multiple people who have the same job responsibilities BUT work on different projects (therefore each spend money on the same “stuff”). Even salespeople who have a very specific product to sell, still can have at least 3 people in every account that they speak with
Understanding the purchasing process, even when that purchasing agent isn’t making the decision of what to buy & who to buy from gives you a leg up as well. And the third reason to have multiple contacts - today’s contact may not work there tomorrow. If you already have multiple relationships you don’t have to start from scratch! Four Is the minimum number of voicemails you need to have scripted for yourself! Let’s face it, we leave voicemail messages - more than once. My quick tips are:
Five ~Listen~ This may be the most important and most difficult of the prospecting tips. Avoid Distractions! Sometimes it is tough to ignore what is going on in your office, NOT check that email that just popped into your inbox, or check online for some info. It is very important to pay attention and avoid distractions - which only you can do. Start listening with their outgoing voicemail message:
Of course there are the words they choose as well:
The key to effective prospecting is to capture their attention and have a comfortable conversation about how doing business together might help them. Everything on that call (ok perhaps EVERY call) needs to have a purpose and be about them! So go fly a kite! |
I am someone who has a kite in my car - just in case. Not that I’m expecting a kite emergency or anything, rather if someone tells me to “go fly a kite” I’m prepared. Once I heard June 15th is Go Fly A Kite Day I decided I needed to figure out a way to celebrate, using the theme for this month’s newsletter is it! After you read this month’s newsletter, perhaps you’ll go out and fly a kite yourself. An UpYourTeleSales.com Reminder Jill Konrath’s new book is a must read for all telesales professionals!
SNAP Selling
http://snapselling.com/
With how we sell getting through to crazy-busy prospects is the norm not the exception. UpYourTeleSales.com believes this resource is so important that it is the only one listed this month! TeleSales Twist The whole issue is a little twisted with TeleSales techniques - if you’ll notice the listening section doesn’t talk at all about being in front of the prospect! Want to use any of our content in your publication, blog, or website? If so, please include the bio below and let us know when and where it will appear. Lynn Hidy, founder of UpYourTeleSales.com, is the specialist at creating profitable telesales sales people and organizations. She knows you can make six figures over the phone - she does it! Working with Lynn you will learn to create a phone experience where they will forget you aren't actually having a cup of coffee together. To find out more about Lynn, read her latest articles, or subscribe to A Chip Off The Block, her free newsletter - call 315-751-0146 or visit www.upyourtelesales.com. |
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