An off kilter look at sales tips & tricks for telesales professionals
Issue 1: The Foolish Edition

False Errands from Prospects

There are lots of jokes that our suspects and prospects customers play on us. On any other day of the year, we call them objections. Here are three common ones telesales people have shared with me (along with my own personal translation of what they might actually be saying):

  1. Send Me Some Information (I’m in the middle of something and really want you to go away)
  2. I Have A Vendor (It isn’t worth the time to learn about you because the people I work with aren’t screwing up)
  3. We’re All Set (I can’t think of anything I’m doing that sounds like what you just said)

How about our customers?

  1. If It Was My Decision (I don’t want to hurt your feelings and another vendor did a better job matching our needs with their proposal)
  2. Nothing Going On (Based on what we have done together so far, your solution doesn’t match my current challenges)
  3. Waiting To See About The Economy (I’m not sure your products are worth fighting any internal battles for money)

Now what? Well most telesalespeople (and salespeople in general) will either give up and hang up or blast right through without stopping. Which one sounds like you?

At UpYourTeleSales.com we have found that neither of these strategies work. Instead we have come up with an easy to follow three step process:

    Acknowledge - that they have a valid point
    Tell A Story - to get them reengaged in the conversation
    Ask A Question - to turn their brain back on
Try it out and share your experiences on Coaching over Coffee’s blog post on April Fool’s Jokes our suspects, prospects, and customers play. Post the objections you hear, along with the new way you’re going to handle them making the UpYourTeleSales way your own!

 

TeleSales Twist

Remember that when a suspect, prospect, or customer throws an objection out at you, they have hit the release button in their brain - so even if they didn’t hang up the phone they are certainly not engaged with you anymore. Your acknowledgement, story, and question need to be something they aren’t expecting and makes them turn their attention back on.

 

UpYourTeleSales.com
EVENT ANNOUNCEMENT

Lynn Hidy is collaborating with Kerri Vaughn at

Sales for Business Women

June 4th 2009 from 1:00pm - 5:00pm

at Rochester NY’s own Tango Café Dance Studio – registration starts at 12:30

Come learn the three tips each for two of the most important business building skills, have some fun, and see how dancing lessons are a metaphor for sales!

~ Money Talk ~
~ Dancing Your Way to More Sales ~
~ Objection Handling ~

Advanced registration is only $94 per person. Save $10 by bringing your friends!$84/each for groups of 5 or more who register together. Drop us a note if you’re interested in registering or learning more about the event.

April Fool's Day
started off as a custom of sending people on false errands. The French sent it over to England and it was recorded in 1712 as All Fool's Day. Now people play all sorts of practical or sometimes impractical jokes on each other. I’m not a huge practical joker, because I’m not much good at taking them – although am known for occasional participation when retribution potential doesn’t seem too harsh.

 

An UpYourTeleSales.com Reminder
  • Suspect = the company that looks like they would have a need for what you do and the money to pay for it.
  • Prospect = the company you know enough about that they have a need for your product/service and can afford you, but THEY don’t know it yet.
  • Buyer = the company who has purchased your product/service, but hasn’t told you how and why you are valuable to them and their organization.
  • Customer = the company who tells you how and why you are important and valuable to their success. Plus needs what you do and is more than happy to pay for it.


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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 eZine - visit www.upyourtelesales.com or call 315-751-0146