Why Should I Use It To Sell My Products?

• You can reduce the costs involved in "sales visits" and at the same time increase you target market.
• This is also less time consuming and you can reach more prospects per hour, day and week by phone.
• You can use the phone to create business relationships and stay in touch with existing customers. This also gives you opportunities to introduce new products to them and make additional sales.
• Allows for interaction and personal selling.

• Carefully preparing for a call can increase your chances of having a conversation. Remember, you have just a few seconds to make a good initial impression on the phone.
• You are still a salesperson; and unlike direct presentations, you need to keep conversation going on both ends.
• People will sense insincerity on the phone even though you remain at the other end.
• A neat work area will keep you focused and organised.
• Dress like a sales professional even if your prospects will never see you.
• Always smile during calls.
• Practise a few warm-up calls at the beginning of the day or week; but leave your prospects alone. Instead, role-play with someone.
• Keep a daily record of your progress.
• Keep records of the contacts you make for future reference. Note dates for follow-up.
• To find whether your strategy is working or not, keep track of your success rate in getting through to the decision-maker or closing a sale.
• Know your prime selling time-the hours your prospects are most easily reached by phone and are the most receptive-for selling activities only. (Experience will quickly let you know when your prospects are most receptive!) Conduct homework, research, planning or other administrative activities at other times.
• If you continually meet the same objection to your calls, brainstorm all the different ways you might meet this objection and be prepared for it the next time.
• Develop a script for the call to keep you on track but never read directly from it. Write the script as you talk. That way, when you vary from the script, your words and phrases will be consistent.
• Consider using introductory or follow-up letters, product fliers or other marketing materials.
• Make your calls brief when it becomes evident that a prospect is either not qualified for your product or the prospect is not going to buy. But be polite.

1. Qualify prospects to determine if they are interested in talking.
2. Gather information from prospects to uncover problems or unmet needs and determine how the product or service you're selling will help them.
3. After gathering information, introduce prospects to the benefits, features and proof of how your products will help them.
4. Close the sale if you feel that all has been done.

• Know your product and be enthusiastic about it. You are the "mood creator"; if you're not enthusiastic, how can your prospect be?
• Maintain an attitude that you are seeking to help your prospect meet a need or solve a problem, rather than force the sale of a product or service. Practice, practice, practice.
• Plan your words and be prepared for objections or other obstacles prospects may present. Plan your introductory remarks to fine-tune a strategy that works for you.
• Be brief and precise. Or else, your telephone call may be interpreted as a nuisance.
• Be professional in beginning a call. Identify yourself by name, the company you represent (even if it's just you) and where you're calling from.
• After the opening statement, state why you're calling.
• When possible, find a third party to interest prospects. Prospects are more likely to listen when someone they know recommended the contact.
• Let prospects know you're serving others like them.
• If it's just a cold call, let prospects know how you selected them for your call.
• Don$'t use outlandish, insulting or probing statements.
• If you are gathering information, ask only three or five questions.
• Listen Listen! Listen!!
• The familiar objection: "I'm really not interested. . ." Tell the prospect that this was the similar objection of many persons who are now your clients. Tell him something new to keep the conversation going.
• Identify the decision maker as soon as possible.
• If there are more than one decision makers, be willing to hold a conference call to pull them together.
• Don't rush to finish a call.

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