Telephone sales are still very important today. And if you are starting a business, or have a job in which one of your tasks is this, you will know that sometimes it is difficult to get clients by this means.
That's why I'm going to teach you here ] how to create a script to sell by phone effectively with simple examples, and the best strategies so that no buyer escapes from now on.
How to make a script to sell by phone
1. Start with a good greeting
The first thing you're going to find is to let your client know you're a professional, so avoid informal greetings and try with greetings like "Good morning, lady, client"  Allow the other person to return the greeting, introduce yourself and present to your company .
Do not offer the product immediately because in the same way they will reject it, offer something general for you to wait to listen to your proposal.
Take advantage of these first words for to show appreciation and that you have a good opportunity to offer.
After the greeting you could continue like this : ] "My name is Maria, I work for company X and we specialize in giving solutions to people like you, I thank you for answering my call and my purpose is to know your needs better"
It is also a good idea em to start with a question that opens the conversation, like this: If I tell you that I have a solution for the electricity problems in your house, would you be interested?
2. After greeting, acknowledge your client
The way in which your script will continue will depend on the person who listens to you. Think of several possible options for your script .
Do some questions about the customer's lifestyle or the size of the company.
With this information you will know what are the economic possibilities of the person you are talking to, and most important, what is the best option you can offer him?
Show him that it is something that is within his reach ] and that it is not an expense, but the solution that I had expected so much.
Keep in mind that you are the person leading the conversation and you must always keep your goal.
You can continue like this (the questions will depend on the purpose of your call):
"To recommend the best offer for you I would like to know you better, so I will ask a few questions that you can answer quickly :
- How many prov edents work?
- What are the two problems you have most often?
- Would you like to have longer available?
- Is it head of family?
- If I have the solution you are looking for, would you have 10 minutes so I can show you?
- Is there any other person to help you make this decision?
- In how long would you like to receive the product? "
While you are asking the questions, you are going to describe what you want to offer, and prepare your answers in What if they respond with a "no."
For example, if you are offering coupons for a food store, have a difficult offer to refuse like "I understand, I thought that our offer of 16 bottles of wine for 6, you might like it. "
3. Concrete as fast as you can
Rate your time as if it were gold so try to make your conversations as short as possible without the client noticing
Summarize the answers and your product and comes to the point of specifying the sale, the meeting or a next call.
As in the whole conversation, you should address what happens next .
. try a sale request only the necessary data and offer safe ways to make payments, people can quickly suspect these things.
If the result you were looking for was an appointment or an interview set the exact date and time so you do not lose contact with the customer.
In case you are asked for some additional information by email, send it right away without dropping the call explain it to the client so you can help You can solve your questions immediately.
For online subscriptions, offer the customer that stay online to explain in detail the steps to follow.
This is a example of a script Summary :
– Hello, Mr. X, my name is María González and I work for "Corporación Y", we are a service solutions company (here it explains the services) your business
I'm calling you because we'd love to meet with you and present you with a perfect offer for your business. To start I will ask you some questions to know and give you my best recommendation.
( Ask him here the questions you have prepared and give him the information of the products).
– We have this and much more for you, we can schedule a meeting to know your problems and needs Do you have time on Wednesday or Thursday morning around 10 in the morning?
4. The conversation ends
The call ends at the moment when you can achieve something, so in this step you go away without extending it much plus the conversation.
In some cases you leave find people who are still talking for a long time.
One technique that will help you to end the call easily and with education, will be speak more quickly and with a farewell tone
If you feel that the client does not perceive it, uses a phrase that is direct but delicate such as: "I understand Mrs. Ramírez, it has been a pleasure to talk to you"
thank you for the time and for the attention you have received.
Confirm the appointment or meeting that you have specified and say goodbye
I advise you ] give your customers your contact information in if they need something else or if they want to recommend you.
5. Track and complete your script
Your effort will not help if you do not follow up on what you've accomplished .
Be sure to answer your clients' emails process orders, make shipments and send a message or a thank you gift. Thus, you will be the one who receives calls from people interested in your business.
I recommend keep a record with all your phone calls it can be a table with the date, what you managed to specify, the package , offer or service you offered and the steps to follow.
As you go about dealing with clients, you will learn new things and you will find more questions and options to add to your script .
Do not forget to have your script always at hand so that you can follow the order of the conversation and add the notes with which you will edit it later.
7 strategies to sell by phone
The best techniques to sell by phone go before making the call until what happens after for example: prepare the script, use a good tone of voice, pause to let the other person speak and pay attention to what the client says to respond using the same phrases or words he uses.
You may have a business and you want to increase your sales or win more customers or you want to start your telephone sales or telemarketing business.
Either way there are some tricks that will help you do it successfully at first you will feel a little shy in the conversations but with practice and using these strategies you will achieve your goal.
The first thing to think about is be prepared before the call .
You have to know which one is your goal what you want to sell or what types of clients you want to reach.
Find all the information you need so that you are ready to answer all kinds of questions.
When you know what you want to get, prepares a list of questions and answers and a script . Up in "How to make a script to sell by phone" I have already explained step by step how to do it.
As I told you before, in time you will get better, so practice a bit before making your first call official.
One option is to use a voice recorder practicing the script to know how your voice sounds.
The other option is to find an accomplice who is willing to help you to train a couple of hours. Make training calls in Internet applications such as Skype, Hangouts, WhatsApp or IMO, which can be cheaper or even free.
When you practice, you will find out what your difficulties are, if you feel it is difficult for you to talk or keep the conversation try using a photograph to visualize a person in front of you.
Believe it or not, even the clothes you wear can help to make you feel safer or more comfortable talking to your customers.
Do not forget, have a pen and paper or your computer near and ready to take the necessary data.
After have done the warm-up and the necessary stretching, go to the water!
Check that all the equipment is working well, find the first number you're going to dial and make your first call.
When you start the call, take note of the name of the person who answered you, calling her by name will help you create a link.
At first try to be educated without being too nice, is like starting a relationship, you begin to know and little by little trust grows.
The conversation will go on its way and you can follow the script you prepared .
During the call, the most important thing is your language and your voice .
If you followed the first step, you already know your clients and have an idea of how to talk to them. Use words you understand and those you are used to in case you make international calls try to have a neutral voice and dialect.
Regarding the tone of voice, pay attention to the tone your client talks to.
People who talk very loudly may have hearing problems and need you to speak louder to be able to hear you.
If the tone of your voice is very low, you can increase it little by little.
When you're talking, make it smile maybe you think it's a joke but the mood, especially the anger and happiness, are easily noticed in your voice.
Listen carefully to your client and show him that you are doing it.
Do not interrupt him suddenly while talking, go and write down your ideas and speaks when there is a natural break in the conversation n.
You can use words like "humm" "Okay" "yes" "understand" while talking, so you know you're still there and go summarizing and confirming what they tell you. For example, "So Mr. X, your problem is … and you need that …"
During all your conversations and from the first call do not forget that you should never make promises and you should always offer several alternatives ] your customers, people like to think they can choose.
Avoid at all times leaving your client on hold if something is very urgent notify the client before doing so and if you think that the wait will be more than 20 or 30 seconds, it is best to ask if you can call later.
Finally, in the business world things are almost never as you imagine, so get ready for the answers negative think about possible answers in case any client responds "no" to any proposal.
Finally I'll give you some strategies about the organization of your calling plan.
Time is one of the most valuable resources in any business or job, so you should plan very well yours.
If you spend all day doing all kinds of things you will be less productive, so I recommend divide your tasks during the day .
For example, you can use the first part of the day to organize pending calls review your script and tasks to be done, the second part to make the calls and the third part to do the administrative tasks such as tracking clients, completing data, sending …
Another way to take advantage of time is to find the ideal time p to make the calls. In some cases the best time to make a call can be from 8:00 am to 11:00 am and then from 4:00 pm to 5:00 pm
To find the perfect time for you, too take into account the hours of calls of your competitors so you can make your calls at the best hours.
But always avoid speaking badly about the competition this will make the customer lose confidence. in you
It has been proven that the intermediate days of the week especially Wednesday and Thursday are the best because on Mondays almost always people have a lot of accumulated work and on Fridays they will not lend enough attention.
Would you like to start selling by phone? Leave your comment below and tell me your idea.
I am passionate about finance, business and the market economy. Every day I am looking for something new to share my experiences.
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