Sales is a difficult job all on its own. Subtracting personal face-to-face interactions only makes it more so. However, being able to sell over the phone is a crucial skill that takes practice.
Having this skill brings about many job opportunities, such as working for a service BDC. Here are five tips to improve your sales over the phone.
1. Show The Value
Instead of promoting the features of the product, sell its value of it. Explain the benefits of your product and how it could personally help the customer. Be sure to listen to them so that you can understand how best to solve their problem, with your product of course.
Then, use storytelling to explain how the product will help them. This will show them the product’s value.
2. Create Different, Customized Techniques
You may be relying on the sales script provided by your predecessors. Although it may claim to be “tried-and-true”, it probably isn’t.
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Instead, create your own scripts. Make various scripts for your different products. Customize your scripts to make them feel more personal. This will help you speak more candidly to your clients.
3. Harness The Power Of Positive Thinking
Don’t underestimate the power of thinking positively.
Recent studies show that a positive attitude and excitable tone can increase your sales. Think of in-person sales, you always smile, right? It’s the same idea here. Make it seem like you’re happy to help your client. People can hear your feelings in your voice, use that to your advantage.
Be passionate about your product to show your confidence in it. Start the conversation with something positive and feel free to include a sense of humor. However, be sure to remain honest, polite, and personal.
Be sure to remember that people aren’t buying the product, they’re buying a relationship with the business. Your attitude could make or break the start of that relationship. So be sure to be positive!
4. Don’t Talk Down The Competition
It may seem like a great idea, but try to avoid talsalesking badly about your competition. Talking down about another company makes you seem just as bad. Research shows that psychologically if you talk badly about your competitor, your client will start to harbor those with you as well.
When your client asks you about the competition, instead say something inoffensive. Say that you can’t speak to their product because you only represent yours.
5. Be Prepared
This may be the last tip, but it is certainly not the least. In fact, this is probably the most important one to take into account. Make sure you’re prepared before every call.
Make sure you’re prepared mentally before beginning. Review your script and create a routine to ensure your comfort during the call. Practice your tone and make sure it’s positive. Have your statistics and information on hand.
Implementing all of these tips is sure to help you improve your sales over the phone. This will help you work for any business service.