In today’s world of sales, with face to face meetings becoming a thing of the past and computers making decisions that human beings used to make, it might be considered that the telephone has had its day! But this assumption is incorrect. The telephone system is still an effective method to connect with customers even if some IT wizards think it’s all about touching buttons to go from one stepping stone to another. Sales is still done over the phone in a lot of situations, and having proven sales strategies is important when trying to close deals.
How to Close More Deals Over the Phone
Human Touch – Human Voice
Customers still need the human touch, and the reassurance of a human voice, which makes the phone still a big player and tool for generating sales opportunities. But, just like anything else, the person making the call needs to know what they’re doing. These people need to be trained to perfection and then deliver an immaculate performance. That means using all the correct phone techniques and sales tips. If someone is identified as being a good chance for a business opportunity then that someone will be receiving quite a few calls from other people in the know. They will have their own techniques, to end these calls quickly, so they can get on with their work. This makes it very important, when you reach this person, not to blow it by making any mistakes. Mistakes are costly and it can be game over before you know it.
The Brevet Group have researched phone sales and reported that it can take up to eight cold calls to reach a prospective target and five follow-up phone calls to close deals. But what’s more alarming is that 44% of sales reps throw in the towel after one follow up call. Being persistent is vital along with all the correct phone tried and trusted methods.
For anyone concerned that they might not be getting the best out of their calls, take a look at the follow phone tips in order to improve your skills.
5 Phone Tips that lead to Deal Closures
• 1. Be Positive: Make a positive start with a positive comment. Being positive always creates a good feel factor in all situations.
• 2. Don’t Criticize Competitors: This is negative and we’ve just mentioned about starting positive. Any negative issues you mention about competitors, even if true, might attract the same kind of impact on your product. If questioned about competitors don’t comment, or just revert back to qualities of your own products.
• 3. Control and Dictate the Call: This doesn’t mean be dictatorial. Based on these 2019 examples from AMP Payment Systems, it simply means to put forward the call agenda and ask if this all right with the person you’re calling.
• 4. Standing Up. Stand up, and if you’re on a mobile phone, walk around. Show that you have passion and excitement about the topic you’re discussing.
• 5. Show Emotions: Don’t be afraid to let a few emotions go. Sometimes these can have the desired effect and prospective clients lock into them as they’re something they can relate to.
Being good on the phone is a tried and true way of increasing your sales and hitting your quotas. Remember that the phone is still a very good tool to create sales opportunities. But like any tool, make sure it’s used correctly.