Tele-Sales Workshop Outline:
1) GDPR for Sales Teams:
What does GDPR mean for sales? How do we ensure we stay on the right side of legislation? What can sales teams do to help protect customer data?
2) Pre-Call Planning:
Develop strong re-useable questions for every telesales call using your specific call objective. Consultative sales skills are imperative in persuading the prospect to take the required action because the right questions were asked and not from a sales pitch. Also have a secondary objective for each telephone sales call. Something you’ll strive to accomplish, at a minimum, on every dial. Choose something that will help you move forward with the prospect and have a good chance of succeeding with.
3) Interest Creating Opening Statements:
Strong opening statements is key. It must build curiosity and interest so that the prospect is willing and enthusiastic to continue with the conversation. It must answer the “what’s in it for me?” (WIIFM) for the prospect or they will begin their ‘getting-rid-of-you’ process. Learn key tactical scripts for opening effective cold prospecting calls. These are non-threatening words that intimate you have something of value for them. Prepare something of real value to say on every call. Ensure that the prospect is better off after your call than they were before it, even if they didn’t buy from you on this occasion.
4) Effective Questioning:
Get information before you give some. How could it be an effective call otherwise? Do not use benefit lists. Use consultative questions to determine if the benefits are of true value to your prospects. Ask confident questions that emotionally involve them in seeing and feeling the pain that can be solved with your product/service. Follow up their answers with related questions. Develop questions that establish more about their decision-making process.
5) Sales Recommendations:
You should only talk about your product/service after finding out how it will solve their specific problem and satisfy their need. A consultative selling approach developed in section 3 (above) should assist greatly in the recommendation stage of the sale. Effective use of ‘trial close’ questioning will work to your advantage in this phase.
6) Objection Handling:
Objections can be avoided if a robust sales process is in place before this juncture in the sale. When they do occur, it is imperative the sales representative revisits the questioning stage of the call. Sales resistance should not be challenged but embraced. Resistance is normal in any sales process. Objection handling scripts will help keep the sale moving forward. Asking the right questions, presenting the results of what your product can do for them in turn, will produce dividends.
7) Gaining Buyer Commitment:
This is just another part of the tele-sales process. It is the logical validation of the consultative sales process up to this point. Do not put pressure on yourself or the prospect to close out the sale. Commitment must have been gained on every contact to have moved the process to this point. Any steps missed or inadequately dealt with previously in the sales process will hamper the close. A strong closing script along with good trial closing techniques will increase conversion rates. When successful ask for referrals where appropriate.