Quick sales tips: Selling over the phone

okay guys no sales training can ever prepare you for selling over the phone. It can be a totally different animal than your face to face sales process. Many people call this process “telemarketing”, but there is a difference between standard telemarketing and professional telesales. The actual sales process of selling high end goods or services over the phone utilizes the very same sales techniques as if one where selling in front of somebody. The main difference between the two is that when your are selling over the phone, people tend to have their guard up and can tend to be less polite.

Its important that you keep your cool during your presentation. Sales representatives should pay particular attention to the bonding and rapport aspect of the sales process. This will help humanize the transaction and breed familiarity as well as potentially build a solid relationship. It is also important that you appreciate and respect your prospects time. Make sure that you identify yourself and your objective while building rapport. Some of the most successful sales representatives I know make their living selling on the phone. It is an essential part of the sales cycle. Even if you you don’t sell your product or service over the phone you’ll need to call your client to obtain a meeting.  Regardless of what your selling its important to brush up on this forgotten and needed sales strategy.

There are a couple good books out there to help with this. “Telesales” by Steve Schiffman is a personal favorite. Schmiffman simplifies the sales cycle into quick sales tips that one can read on a break or while taking the subway home. There are also other sales blogs and articles out there at your disposal as well.  Speaking off which.. It’s time for me to jump on the phones!

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