Monthly Archives: January 2018

  • Our weekly member Annabel Toleman of St Ann's Hospice has shared a range of sponsorship packages available for companies to get involved and raise their profile with our biggest fundraising event The Manchester Midnight Walk.
  • Follow the link below which explains more about registration and what you can do to get involved.
  • Registration is now open!
  • https://www.sah.org.uk/events/manchester-midnight-walk/
  • When calling your clients to offer your products or services the last thing you want to sound like is a sales person touting their wares, You want to engage in a conversation for the benefit of both you and your client.
 
  • When I do one to one telesales tuition the usual comment I hear is – ‘How come you make it sound so natural?’ answer: probably 30 years of calling customers helps. It takes a lot of preparation and practice to sound natural and I still do 2 days per month for a client cold calling high end contacts in the HORICA sector to keep me up to date, fresh and relevant.
 
  • As the old pro golfer said when he chipped in from the bunker and someone called him a lucky beggar – ‘The more I practice the luckier I get’
 
  • You can’t play the game if you don’t know the rules so first thing we need to do is have a look at a structured sales process that is easy to understand and gives you confidence and practical actions you can use effectively next day, and would typically look like this:
 
  • Planning - How to get the maximum return from your efforts. Introduction - Getting in techniques and how to sell the call. Requirements - Questioning techniques, the difference between open and closed questions and when to use them. Benefits - Features and benefits of your products and services. Investments - Having spent money developing your company we look at how we get a return for it. Closing - Asking for the order at the right time and in the right manner. Evaluation - How was it for you and could we have done better. Admin - Monitoring results and performance to ensure maximum return.
  • If we look more closely at just one of the elements say questioning techniques in a little more detail, we can see how we can be different from the crowd.
 
  • If we ask the same six questions everyone else asks when calling a client not only do we sound like the rest, so there is no differential and therefore no reason for the client to want to hear your offer, but we are one of many calls that day that failed to engage with the customer and therefore goes nowhere. What we need is a list of interesting, relevant, and varied questions that make you worth listening to and gets the client on board.
  • Having asked good requirement questions, we then of course must listen well to the answers and not gap search and jump in with our next point. I have a short listening test that will leave you thinking I really need to listen properly, as you need to give the correct response and let the customer know you have understood them.
 
  • Telesales is not easy as you cannot see reaction or body language to help gauge how your message is received so it is vital you have a structure to follow and if the call goes a bit astray you can easily and quickly bring it back on track.
 
  • Fear is a big factor in sales calling so we need to be positive as we pick up the phone and this comes from being well prepared, and at the other end of the call when closing the sale, which is a natural consequence of a well structured sales call, we need to be prepared to handle any objections which may arise.
  • If you have done your job well up to this point it will be far easier to cover any objections and confidently and successfully close the sale. After all, that is why we made the call in the first place.