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<ul><li><p>How to Easily Create THow to Easily Create THow to Easily Create THow to Easily Create THow to Easily Create Telephone Callelephone Callelephone Callelephone Callelephone CallOpenings that Stimulate Interest,Openings that Stimulate Interest,Openings that Stimulate Interest,Openings that Stimulate Interest,Openings that Stimulate Interest,</p><p>and Avoid Rand Avoid Rand Avoid Rand Avoid Rand Avoid Resistanceesistanceesistanceesistanceesistance(AND How Get T(AND How Get T(AND How Get T(AND How Get T(AND How Get To More Decisiono More Decisiono More Decisiono More Decisiono More Decision</p><p>MakMakMakMakMakers, AND Have Success With Vers, AND Have Success With Vers, AND Have Success With Vers, AND Have Success With Vers, AND Have Success With Voice Mail)oice Mail)oice Mail)oice Mail)oice Mail)</p><p>By Art SobczakBy Art SobczakBy Art SobczakBy Art SobczakBy Art Sobczak</p><p>13254 Stevens St.Omaha, NE 68137</p><p>(402)895-9399www.BusinessByPhone.com</p><p>www.TelesalesBlog.comwww.TelesalesSuccess.com</p></li><li><p> 1 </p><p>_____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399 </p><p>The Fundamentals of The Fundamentals of The Fundamentals of The Fundamentals of ProspectingProspectingProspectingProspecting and Telesales and Telesales and Telesales and Telesales </p><p> The Truths and Myths The Truths and Myths The Truths and Myths The Truths and Myths </p><p> Its not just a numbers game </p><p> Youre not any closer to a yes on the next call than you were on the previous no you heard </p><p> You dont need to love rejection </p><p> Prospecting, like sales, is a process </p><p> Prospects must first hear a good reason to speak with you, and then more, in order to want to meet with you. </p><p>Exercise Listen to the statements made by Art. Write out the emotions you feel after hearing each one: </p><p>Statement 1: </p><p>Statement 2: </p><p> Examples of Failed Examples of Failed Examples of Failed Examples of Failed ProspectingProspectingProspectingProspecting Calls Calls Calls Calls I sent you a letter. Didja get it? </p><p> just wanted to introduce myself to you and send out some information. Would that be OK? </p><p> want to talk with you our/products/services </p><p> will be out in your area and would like to set up an appointment </p><p> If I could show you a way to ____, youd want that, wouldnt you? </p><p> . . . would like to stop by and show you. . . </p></li><li><p> 2 </p><p>_____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399 </p><p>The Consultative Telephone Strategy and Process </p><p> Pre-Call Planning </p><p> Pre-Conversations </p><p> Opening Statement </p><p> Questioning </p><p> Recommendation </p><p> Commitment For Action </p><p> Wrap and Set up next action (For more how-to information on each step of the call process, get the ebook, "How to Place the Successful Sales and Prospecting Call"How to Place the Successful Sales and Prospecting Call"How to Place the Successful Sales and Prospecting Call"How to Place the Successful Sales and Prospecting Call---- Exactly What to Say and AVOID to Get Agreement and Eliminate Exactly What to Say and AVOID to Get Agreement and Eliminate Exactly What to Say and AVOID to Get Agreement and Eliminate Exactly What to Say and AVOID to Get Agreement and Eliminate Resistance."Resistance."Resistance."Resistance." </p><p>Building Your Call Opening Your Selected Prospect: </p><p>http://www.businessbyphone.com/HowToPlace.htm</p></li><li><p> 3 </p><p>_____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399 </p><p>The First Steps To Creating Great Openings </p><p>1. As it relates to the RESULTS of doing business with you, what would they potentially gain? </p><p>2. What do you help them avoid? </p><p> 3. What other possible results might they receive, especially personally? </p><p> Success Tips for Your Answers Success Tips for Your Answers Success Tips for Your Answers Success Tips for Your Answers </p><p> Get as sensory and descriptive as possible. Not, We have good service. Describe what that looks like, such as Provide next-delivery on orders after everyone else has closed their order desk for the day. </p><p> Answer with specific results other customers have received. For example, Have helped our users reduce their materials waste by a minimum of 22%, and in some cases, as much as 43%, resulting in thousands of dollars of savings. </p></li><li><p> 4 </p><p>_____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399 </p><p>PrePrePrePre----Call PlanningCall PlanningCall PlanningCall Planning---- Turning Cold Calls into Turning Cold Calls into Turning Cold Calls into Turning Cold Calls into Smart CallsSmart CallsSmart CallsSmart Calls </p><p>Information Gathering Your notes, database </p><p> Their website </p><p>The About Us section; press releases; any news about them; Letter from the CEO (if available); look for specific language in their Mission Statement or otherwise that you can use </p><p> Search engines </p><p>Required reading: Take the Cold Out of Cold Calling-Web Search Secrets, Know More than You Ever Thought You Could or Should About Your Prospects, Clients, and Competition. By Sam Richter http://www.TakeTheCold.com </p><p> Other industry-specific info services </p><p>http://www.TakeTheCold.com</p></li><li><p> 5 </p><p>_____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399 </p><p>Set Your Call Objectives </p><p>Primary Objective Defined as, What specifically do I want this person to DO as a result of this call, and what do I want to DO as a result of this call? </p><p> THINK BIG! </p><p>How to Never Be Rejected Again: Your Secondary Objective At minimum, what do you desire to accomplish on this call? (You can and should always accomplish something on each call. This ensures you are never rejected.) </p><p> Pre-Conversations Identify Yourself and Organization </p><p>Hi, I'm Pat Seller with ____ Ask for HELP I'm hoping that you can help me Get names if you don't have them I'm looking for the name of the person there who </p><p> Fill in your decision-making org chart </p></li><li><p> 6 </p><p>_____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399 </p><p> Be a Detective--With a Justification So Im better prepared when I speak with him, theres some information you probably could help with . . . </p><p> I want to make sure that what I have is of interest to him . . . I want to be sure that I'm in the right spot there . . . </p><p> Ask Questions Here! Go Beyond the Basics! Whatever you assume that you cant get, you will always be correct about. In some cases, you might have an influencer, user, or decision maker on the line. What questions would you ask if you knew you could get the answers to them? __________________________________________________________________ </p><p>Tips With Screeners and Gatekeepers </p><p> Treat them like you would the decision maker. They just might be.Treat them like you would the decision maker. They just might be.Treat them like you would the decision maker. They just might be.Treat them like you would the decision maker. They just might be. I imagine you get quite a few calls there in the office from people who want to speak with I imagine you get quite a few calls there in the office from people who want to speak with I imagine you get quite a few calls there in the office from people who want to speak with I imagine you get quite a few calls there in the office from people who want to speak with </p><p>Mr. Bigg. This is a bit different and heres whyMr. Bigg. This is a bit different and heres whyMr. Bigg. This is a bit different and heres whyMr. Bigg. This is a bit different and heres why </p><p> Ask, When will I have the best chancAsk, When will I have the best chancAsk, When will I have the best chancAsk, When will I have the best chance of reaching him?e of reaching him?e of reaching him?e of reaching him? </p><p> Send information to the gatekeeperSend information to the gatekeeperSend information to the gatekeeperSend information to the gatekeeper if you need to if you need to if you need to if you need to </p><p> Try weekend callsTry weekend callsTry weekend callsTry weekend calls </p><p> Hit random extension numbersHit random extension numbersHit random extension numbersHit random extension numbers </p><p> Put their name in your notesPut their name in your notesPut their name in your notesPut their name in your notes </p><p> Put navigation instructions in your notesPut navigation instructions in your notesPut navigation instructions in your notesPut navigation instructions in your notes </p><p> Browse their phone directoryBrowse their phone directoryBrowse their phone directoryBrowse their phone directory </p></li><li><p> 7 </p><p>_____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399 </p><p>Why Voice Mails Are Ignored Why Voice Mails Are Ignored Why Voice Mails Are Ignored Why Voice Mails Are Ignored </p><p> The message is too longThe message is too longThe message is too longThe message is too long </p><p> Its not about themIts not about themIts not about themIts not about them </p><p> Poor deliveryPoor deliveryPoor deliveryPoor delivery </p><p> You sound salesyYou sound salesyYou sound salesyYou sound salesy </p><p> Most people do not return voice mail messagesMost people do not return voice mail messagesMost people do not return voice mail messagesMost people do not return voice mail messages </p><p> You only called onceYou only called onceYou only called onceYou only called once and What to Do Insteadand What to Do Insteadand What to Do Insteadand What to Do Instead 1. 1. 1. 1. Know about them firstKnow about them firstKnow about them firstKnow about them first 2. 2. 2. 2. Talk to othersTalk to othersTalk to othersTalk to others 3. 3. 3. 3. Listen to their entire messageListen to their entire messageListen to their entire messageListen to their entire message 4. 4. 4. 4. Be preparedBe preparedBe preparedBe prepared 5. 5. 5. 5. Use your possible results statementUse your possible results statementUse your possible results statementUse your possible results statement 6. 6. 6. 6. Give your results statement before saying Give your results statement before saying Give your results statement before saying Give your results statement before saying your company nameyour company nameyour company nameyour company name 7. 7. 7. 7. Refer to the screenerRefer to the screenerRefer to the screenerRefer to the screener or others or others or others or others 8. 8. 8. 8. Use a multiUse a multiUse a multiUse a multi----media approachmedia approachmedia approachmedia approach 9. 9. 9. 9. Back up your voice mail with a live messageBack up your voice mail with a live messageBack up your voice mail with a live messageBack up your voice mail with a live message 10. 10. 10. 10. Say YOU will cSay YOU will cSay YOU will cSay YOU will call backall backall backall back 11. 11. 11. 11. Use a Last ResortUse a Last ResortUse a Last ResortUse a Last Resort (Fellow sales trainer, Colleen Francis, did an Audio Seminar with us, http://businessbyphone.com/Francis.htm, where she shared her Three-Step Voice Mail Strategy. Get the CD or download of this program for more great voice mail ideas.) </p><p>http://businessbyphone.com/Francis.htm</p></li><li><p> 8 </p><p>_____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399 </p><p>The Interest-Creating Opening </p><p>The Purpose Put them in a positive, receptive frame of mind to participate Move them to the questioning </p><p>Creating Your Opening </p><p>1. Who are you? 2. Why are you calling? 3. What's in it for them? </p></li><li><p> 9 </p><p>_____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399 </p><p>The Initial Call Opening (Prospecting Call)The Initial Call Opening (Prospecting Call)The Initial Call Opening (Prospecting Call)The Initial Call Opening (Prospecting Call) A. Identify yourself and organization, </p><p>Hi, I'm Pat Seller with _____ </p><p> Then mention a connection or reference. </p><p> a mutual acquaintance, Bill Jones, suggested I contact you. He felt I might have something that could help you with _____ </p><p> I saw an article about your </p><p> I noticed the recent news about your I had the opportunity to work with Dale Lewinsky in your Lincoln office In speaking with ____ in your office, I understand that you are now in the </p><p>process of___ B. Give the reason for calling, hinting at the results you might be able to offer. </p><p>Options: 1. I specialize in working with _______, in helping them to ______________. </p><p> 2. We have worked with a number of (title of person/type of company) and have </p><p>helped them to ___________ 3. The reason I'm calling, is that depending on . . . </p><p> ...how you're now handling . . . ...the method you use to what you now are doing for your </p><p> I might have a few ways to help . . . we might have a few option that could help to </p><p>(From Page 3, fill in with results you can deliver ) C. Get them involved </p><p>If Ive caught you at a good time, Id like to ask a few questions about _____ to see if it would be worth our while to talk further . . . </p><p> determine if what we have would be worth taking a look at ... </p></li><li><p> 10 </p><p>_____________________________________________________________________________ Art Sobczak Business By Phone Inc. www.BusinessByPhone.com (402)895-9399 </p><p>Modified Ending to Make it a Voice Mail Message </p><p>Depending on how much of an issue this is at your company, it might be worth our while to talk. I'd like to ask you a few questions to see if you'd like more information... </p><p> More Examples I was speaking with ____ and I understand that youre now experiencing ____. We might have a few ways to _____ and Id like to ask a few questions to see if wed have the basis for further discussions </p><p> We specialize in working with (fill in with a type of company, or title of a decision maker) in helping them to (fill in with something they want to get or avoid) so that they can (fill in with another d...</p></li></ul>