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Sales Techniques for the Telephone
| Guest post by: Gordon O'Neill |
Article Overview: Working the phones is a great way to generate customers when sales are slow. Selling over the phone is a sales technique every salesperson must master to be a success! With these simple sales tips you are well on your way.
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Free Download - How to Sell to the Price Driven Customer By Gordon O'Neill |
Sales Techniques for the Telephone
You'll find that working the phones will be a great way to generate customers when sales are slow and door traffic isn't what it used to be.
Get on the phone and call past customers. It doesn't matter what industry you are in, you will always have previous customers that are in the market to buy. Whether it is a new car, a new home, or they have been meaning to upgrade their life insurance; sales opportunities are waiting for you.
You'll want to be checking for sales leads. Check with your receptionist, and stay on top of it. If you're the first to get the call, that's an easy prospect. Often times in sales, you'll feel like some sort of back-alley detective, chasing down tips and following trails. People will make you chase them; expect it. But don't try bullying them into commitment, and never use excessive calling and e-mailing as a sales strategy.
Your job is not to make them commit, your job is to make them want to commit, and if you allow them to lock you into the position of hounding, sleazy salesperson, then it's over, because they can easily justify brushing you off once you've made that transformation. The same way that most people will hang up or yell at telemarketers, if they feel you are infringing on their personal live, a boundary will have been crossed, and you will be more assailant than actual help. Selling will be very difficult to do under these circumstances, and there will be very little wiggle room.
Telephone work is delicate, because that person on the other end may not have any idea who you are or what you look like. They will read into your words more than they typically would, and that includes inflection, tone, vocabulary, and so on. They're trying to feel you out from the word go, but that is fine, because you are a seasoned professional with a knack for counter-intelligence. You need to know that if this person hangs up the phone and feels angery or offended, you've blown it, and that's one less customer... and one step in the wrong direction.
Selling over the phone is a sales technique every salesperson must master to be a success! With these simple sales tips you are well on your way.
Always remember your job is not to make them commit, your job is to make them want to commit.
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Article Tags: attract customers, generate customers, increase sales, sales, sales techniques, sales tips, salesperson, selling over the phone, telesales
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About the Author: Gordon O'Neill RSS for Gordon's articles - Visit Gordon's website He is one of Canada's leading sales and marketing experts in the financial services, insurance, and commissioned sales fields. Through speaking engagements, Gordon has captivated thousands of sales professionals in these fields. Audiences find Gordon to be motivating, inspirational, and thought provoking. By drawing lessons from fascinating real-world examples, he educates and empowers decision makers. As a certified life coach and expert in neuro-linguistics programming, Gordon easily provides the necessary knowledge to make the best business decisions, utilizing his proven sales strategies. Gordon was born into business and started his sales career at a very young age. When he was only 18, he started a career in automotive sales at a large Chrysler dealership in Toronto, where he joined a team of more than 20 salespeople and quickly went from young upstart to top salesperson after just one month. Gordon maintained top status until moving into management. Gordon's unique career achievements include automotive sales and leasing, business management, financial services, insurance, tool and die making, construction, wholesale manufacturing, retail, and landscaping. His background has provided him with the rare opportunity to relate to many different business fields. Gordon also holds certifications in Project Management, Lean Management, and Six Sigma (Black Belt). Gordon's background and career experiences have moulded him into the sales expert that he is today, and he has helped transform the careers of many very successful salespeople. His book Sales Survival is coming out this fall. Sales Survival is a complete guide to a career in sales, including effective communication, sales techniques, customer retention, marketing strategies, and becoming the professional salesperson. Click here to visit Gordon's website   A Closing Strategy for Success Sales Training Tip of the Day Focus on the Deal in Front of You How to Sell to the Price Driven Customer Sales 101 Product Knowledge How to Generate Sales and the Danger of Vitamin C Deficiency |
Related Forum Posts
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Re: Bad SEO techniques?
- There are few more techniques which also known as the Bad SEO Techniques or Black Hat SEO Techniques. Such as:
- Relying on keyword metatags
- Purchase Links (From Spamming or blacklisted sites or doing purchase links on high level for site marketing)
- Horde Page Rank: This is one of my favorites, because it's one that most webmasters don't understand yet. This is because it changed over the past year or two. The concept people have in their mind is that page rank is a key part of site rankings and linking to other sites "leaks page rank" from your site. However, the world has changed.
- Swap Links: Another oldie, but not goodie. Search engines want links to represent endorsements. Swapped links represent barter, and they are trivial to detect. Don't swap links for the purpose of building page rank. It's a waste of your time
- Implement duplicate content
- Use Session IDs on your URLs
- Use lots of Javascript
- Implement your site in Flash
Re: Bad SEO techniques?
- [quote="WebBizIdeas.com":1jr37kqx]There are few more techniques which also known as the Bad SEO Techniques or Black Hat SEO Techniques. Such as:
- Relying on keyword metatags
- Purchase Links (From Spamming or blacklisted sites or doing purchase links on high level for site marketing)
- Horde Page Rank: This is one of my favorites, because it's one that most webmasters don't understand yet. This is because it changed over the past year or two. The concept people have in their mind is that page rank is a key part of site rankings and linking to other sites "leaks page rank" from your site. However, the world has changed.
- Swap Links: Another oldie, but not goodie. Search engines want links to represent endorsements. Swapped links represent barter, and they are trivial to detect. Don't swap links for the purpose of building page rank. It's a waste of your time
- Implement duplicate content
- Use Session IDs on your URLs
- Use lots of Javascript
- Implement your site in Flash[/quote:1jr37kqx]
Hi Jeff,
Thanks for adding to the list.
I have one question, though. How would one implement Session IDs for a URL, and what benefit would come from doing so?
Re: Bad SEO techniques?
- [quote="WebBizIdeas.com":1a8vvwse]There are few more techniques which also known as the Bad SEO Techniques or Black Hat SEO Techniques. Such as:
- Relying on keyword metatags
- Purchase Links (From Spamming or blacklisted sites or doing purchase links on high level for site marketing)
- Horde Page Rank: This is one of my favorites, because it's one that most webmasters don't understand yet. This is because it changed over the past year or two. The concept people have in their mind is that page rank is a key part of site rankings and linking to other sites "leaks page rank" from your site. However, the world has changed.
- Swap Links: Another oldie, but not goodie. Search engines want links to represent endorsements. Swapped links represent barter, and they are trivial to detect. Don't swap links for the purpose of building page rank. It's a waste of your time
- Implement duplicate content
- Use Session IDs on your URLs
- Use lots of Javascript
- Implement your site in Flash[/quote:1a8vvwse]
I wouldn't think of "relying on keyword metatags", "using lots of javascript", and "implementing your site in Flash" as bad/black hat...just ineffective. The search engines don't pay much attention to keyword metatags, and using javascript/flash just means the search engines can't "read" it (so if your menu is javascript, for instance, the search engine won't see any keywords you might have in there.)
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