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An off kilter look at sales tips & tricks for telesales professionals |
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Issue 11: Puzzled Edition
Are you putting together a prospecting puzzle without looking at the picture on the box cover?  I sometimes wonder in telesales (and all sales as a matter of fact); why salespeople think outbound dials will increase their success when they haven’t figured out what they are looking for....
Not to mention
what it looks like when we get the perfect prospect on the phone.  Instead of smiling and dialing, first figure out what it is you are actually selling. Can you articulate what your puzzle piece looks like? Whenever salespeople talk about features (what it is) and advantages (why it’s good) of their product they are forgetting that the prospect ONLY cares about what it does for THEM. To have a prospect actually hear what you are talking about, you need to define how your piece of the puzzle helps them to complete the picture on their box cover. Need a process?
List all your products features & benefits on a piece of paper. Now translate that information into “what problem does this help solve?” When someone uses your product:
Prospects don’t care what it does, only what it does for THEM.  Now that you know what your piece looks like - STOP trying to make it fit where it doesn’t belong. You will earn more credibility and business by saying “you know what, I’m not the best fit for you on this” than you will by trying to force the wrong piece into an empty spot in their puzzle. Remember; if your piece doesn’t fit, even if you are looking at the picture on the front of the box with your prospect - they aren’t going to become your customer! What picture are you the missing piece for?  This is where you need to figure out what your ideal customer looks like, sounds like, feels like. Take a look at the problems your product or service solves:
UpYourTeleSales.com suggests creating a list of open ended questions that encourages the prospect to talk about their environment and the problems they face. Safety Tip: people don’t want to talk about their problems with a stranger - so these questions aren’t your opening, rather happen later in the conversation. A few ways to start the question could be:
Once you ask a question - the most important part is to listen to them describing their cover picture and what pieces are missing to finish the puzzle. Also listen for where are they in the puzzle solving process?
 When there is just one piece left to complete the prospect’s picture  and yours fits
that is where the
relationship, solution, and money start. Stop wasting your time with prospects who don’t need your puzzle piece. It will give you more time to find and build relationships with people who:
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As a kid did you like puzzles? I didn’t. I remember them as frustrating and annoying. One of my brothers on the other hand was always trying to figure out how things fit together - sometimes by taking them apart. This month’s main article came out of a metaphor one of my students used when talking about consultative selling - thanks Linda! An UpYourTeleSales.com Reminder Check out Jill Harrington’s article Do You Have The Courage To Say No for more ways to identify opportunities that are NOT ideal for you. Saying NO to Good Opportunities by Kimberly Stevens tells a great story on why salespeople DON’T go after their ideal prospects. TeleSales Twist The most critical piece to telesales success in uncovering what the cover picture looks like is
the listening piece
When you are asking questions to identify if the prospect fits your ideal profile
don’t make assumptions
Assumptions
are the
#1 killer of listening
Don’t go into the conversation believing you’ve heard it all before. Listen to what the prospect is telling you about their world.
Listening is the only way to figure out if your piece will fit in their puzzle. 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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