Become an Expert in Telephone Selling

Have you have experienced the absolute pleasure of listening to a true professional salesperson closing a sale on the telephone.

There is nothing like it and it really is something you must aspire to.

There is no stress or anxiety in his voice, just a smooth confident flow which you just know will lead to a sale.

So, I know what you are thinking, How do I obtain these skills and come across as an expert in my field when I am on the telephone.

You will be pleased to know that with practice and preparation, you too can master the skill required to get to this level.

Lets look at an example to give you an idea what I'm talking about.

Thank you for calling ABCD, my name is John, How can I help you today?

Yes, we have that product in stock and the price is $500

I'm sorry, we could not accept an offer that low on a product of this quality, would you be in a position to offer $450

$400 is a little on the low side, I could go to $430 if you are able to purchase right now over the phone.

OK, I'll just check with my manager.

Yes that is fine, we can go with $430 if you are in a position to purchase now, which credit card do you want to use.

OK, I'll stay on the line to make sure everything goes through smoothly.

Great, everything has gone through, can I do anything else for you today.

So, lets have a look at what our salesperson had to say.

To start with, the introduction.

You must always start with your name and the company name because the prospect then knows they have reached the correct person and in their eyes they have got through to someone in authority.

You will then see that our salesperson actually said 'no' (shock, horror)

This was put across in a caring but assertive way which showed the prospect that he wanted to move forward but on his terms.

If someone comes in with a low offer, don't get angry and don't take it personally, just politely explain the value of the product and move on from there.

If there is room for negotiation on the price, and there usually is, and you can agree to a lower price make sure that the prospect knows you have dome them a big favour, and in return for that favour they must be ready to make the purchase now!

At this stage of the process you must follow it through, ask your prospect which credit card they wish to use, a simple question which leads them to make the sale 'right here, right now'

All of this was carried out in an honest and friendly manner and the prospect will not feel that he has been ripped off in any way, which he most definitely hasn't.

He will feel that he has a good deal and will most likely be a customer for many years.