The telephone is a scary device that many fears. There is no need for this fear, all you need is the right attitude and these 6 hints to help you conquer your fear and make that successful sales call
1) Develop a call script. This will help guide you through your sales call. Your script should contain the following:
- A professional greeting: Don't just say hello and get straight into your telephone presentation without taking a breath or allowing the other party to participate. Be professional and begin with Mr., Mrs. or Ms. For example, "Good morning, Mr. Brown." Or "Good evening, Mrs. Louw."
- Introduce yourself and your company: For example, my name is Dylan with BluWave software.
- Set out reminders such as the features and benefits of your product/service, pricing and other information such as offering them a free trail etc.
2) Always show appreciation. Your potential customer on the other end of the call also has tasks they need to complete before the end of the day. So, thank them for taking time out their schedule to answer your call. Say something like this "I want to thank you for taking my call. This will only involve a moment of your time so you can get back to your busy schedule."
3) Tell them the reason for the call. The best way to do this is to provide a purpose within a question for example "If we can show how to increase your sale by 30%, would you be interested to know more?" This is very likely to get a yes response. At this point, you're ready to get their permission to provide them with more information. You're not selling your product yet--you're selling what your product will do for him.
4) Schedule a meeting. Get a confirmation to arrange a meeting, either in person or via telephone or Skype to get the information you need in order to give a solid presentation. If your potential client prefers to do a face to face meeting offer them different times that you are available to meet, and ask them where they would prefer to meet, such as your office or theirs.
5) Thank them again. At the end of the call you will thank them for time and for the upcoming appointment. Reconfirm the date, time and location of the appointment. Give them your contact information.
6) Follow up. By sending them a confirmation email or send them an invite so it can get logged into their calendar.
