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The Right Way toHandle Incoming   Sales Calls
The Right Way to Handle Incoming Sales Calls   This week, we’ve talked about  how NOT to handle inbound calls.
The Right Way to Handle Incoming Sales Calls    Today, we’ll talk about how to    handle these calls, and handle        th...
The Right Way to Handle Incoming Sales Calls     Bringing in the most possible     leads, sales, and bottom line          ...
The Right Way to Handle Incoming Sales Calls            Let’s get started.
The Right Way to Handle Incoming Sales Calls    In order to understand how to    handle these inbound calls the           ...
The Right Way to Handle Incoming Sales Calls    Meaning the way that gets the    optimal result from the call (a   qualifi...
The Right Way to Handle Incoming Sales Calls   We must first quickly recap the   wrong way, both pre-call and         duri...
The Right Way to Handle Incoming Sales Calls  The number one mistake business  make with inbound calls happens    before t...
The Right Way to Handle Incoming Sales Calls    Most businesses put the same   phone number and extension on    every ad, ...
The Right Way to Handle Incoming Sales Calls       Big mistake number one.
The Right Way to Handle Incoming Sales Calls    They then have the call go to a      secretary or receptionist…
The Right Way to Handle Incoming Sales Calls     Who in addition to not being     properly trained in sales and           ...
The Right Way to Handle Incoming Sales Calls       Also has multiple other,      conflicting responsibilities.
The Right Way to Handle Incoming Sales Calls     Doing this gives you a good      chance of “scaring off” or    mishandlin...
The Right Way to Handle Incoming Sales Calls   When this happens, all the time,   effort, and money spent getting     that...
The Right Way to Handle Incoming Sales Calls       Big mistake number two.
The Right Way to Handle Incoming Sales Calls  Big mistake three is a combination            of two things:
The Right Way to Handle Incoming Sales Calls     1) not have a uniform way of       handling every single call,       rega...
The Right Way to Handle Incoming Sales Calls  2) not allowing a disproportionate    amount of calls to be taken by        ...
The Right Way to Handle Incoming Sales Calls   The first thing listed above is an  obvious one, but is not abided by,     ...
The Right Way to Handle Incoming Sales Calls   Create a proven script and have     every salesperson stick to it.
The Right Way to Handle Incoming Sales Calls  Have a strategy laid out for every  call and for every circumstance or    ob...
The Right Way to Handle Incoming Sales Calls        Have it all uniform and             systemized.
The Right Way to Handle Incoming Sales Calls   And have it drilled in everyone’s    head so they know it in their         ...
The Right Way to Handle Incoming Sales Calls       And then, have your top   salespeople handle the majority             o...
The Right Way to Handle Incoming Sales Calls  Have the lower-tiered salespeople     earn the right to take calls.
The Right Way to Handle Incoming Sales Calls Have them only receive calls when  the top salespeople are busy on           ...
The Right Way to Handle Incoming Sales Calls   There’s obviously more you can                do…
The Right Way to Handle Incoming Sales Calls  But if you avoid these three major  pitfalls afflicting most companies      ...
The Right Way to Handle Incoming Sales Calls   You’re going to be further along      than at least 90% of the        busin...
The Right Way to Handle Incoming Sales Calls More importantly, you’ll see these  three simple changes creating a   marked ...
The Right Way to Handle Incoming Sales Calls     Yes. They are that powerful.
Until Next Time…                   Until next time,                   Kevin Oefelein
Get Marketing Made Easy - 3 Months FREEP.S. Get three months  of the “MarketingMade Easy” Newsletterabsolutely free. Just ...
Wait… There’s More!    Get Your Free CD & Report                      4 Steps to Grow                       Your Business ...
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The Right Way to Handle Incoming Sales Calls

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http://kevinoefelein.com

This week, we’ve talked about how NOT to handle inbound calls.

Today, we’ll talk about how to handle these calls, and handle them well… bringing in the most possible leads, sales, and bottom line revenue.

Let’s get started.

In order to understand how to handle these inbound calls the right way—meaning the way that gets the optimal result from the call (a qualified lead, a sale, a sale with an upsell, etc)—we must first quickly recap the wrong way, both pre-call and during the call.

The number one mistake business make with inbound calls happens before the call even comes in. Most businesses put the same phone number and extension on every ad, not allowing them to track where the calls come from.

Big mistake number one.

They then have the call go to a secretary or receptionist who in addition to not being properly trained in sales and telemarketing, also has multiple other, conflicting responsibilities.

Doing this gives your business a good chance of “scaring off” or mishandling a person who was otherwise willing and able to do exactly what you wanted them to do. When this happens, all the time, effort, and money spent getting that person to take action is completely wasted.

Big mistake number two.

Big mistake three is a combination of two things: 1) not have a uniform way of handling every single call, regardless of salesperson answering it, and 2) not allowing a disproportionate amount of calls to be taken by your best salespeople.

The first thing listed above is an obvious one, but is not abided by, by most companies.

Create a proven script and have every salesperson stick to it. Have a strategy laid out for every call and for every circumstance or objection the salespeople may face. Have it all uniform and systemized.

And have it drilled in everyone’s head so they know it in their sleep.

And then, have your top salespeople handle the majority of the calls. Have the lower-tiered salespeople earn their right to take calls. Have them only receive calls when the top salespeople are busy.

There’s obviously more you can do, but if you avoid these three major pitfalls afflicting most companies with their inbound calls, you’re going to be further along than at least 90% of the businesses out there.

More importantly, you’ll see these three simple changes creating a marked improvement in your bottom line. They are that powerful.

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Transcript of "The Right Way to Handle Incoming Sales Calls"

  1. 1. The Right Way toHandle Incoming Sales Calls
  2. 2. The Right Way to Handle Incoming Sales Calls This week, we’ve talked about how NOT to handle inbound calls.
  3. 3. The Right Way to Handle Incoming Sales Calls Today, we’ll talk about how to handle these calls, and handle them the right way…
  4. 4. The Right Way to Handle Incoming Sales Calls Bringing in the most possible leads, sales, and bottom line revenue.
  5. 5. The Right Way to Handle Incoming Sales Calls Let’s get started.
  6. 6. The Right Way to Handle Incoming Sales Calls In order to understand how to handle these inbound calls the right way…
  7. 7. The Right Way to Handle Incoming Sales Calls Meaning the way that gets the optimal result from the call (a qualified lead, a sale, a sale with an upsell, etc)…
  8. 8. The Right Way to Handle Incoming Sales Calls We must first quickly recap the wrong way, both pre-call and during the call.
  9. 9. The Right Way to Handle Incoming Sales Calls The number one mistake business make with inbound calls happens before the call even comes in.
  10. 10. The Right Way to Handle Incoming Sales Calls Most businesses put the same phone number and extension on every ad, not allowing them to track which ad the calls came from.
  11. 11. The Right Way to Handle Incoming Sales Calls Big mistake number one.
  12. 12. The Right Way to Handle Incoming Sales Calls They then have the call go to a secretary or receptionist…
  13. 13. The Right Way to Handle Incoming Sales Calls Who in addition to not being properly trained in sales and telemarketing…
  14. 14. The Right Way to Handle Incoming Sales Calls Also has multiple other, conflicting responsibilities.
  15. 15. The Right Way to Handle Incoming Sales Calls Doing this gives you a good chance of “scaring off” or mishandling a person who was willing and able to do exactly what you wanted them to do.
  16. 16. The Right Way to Handle Incoming Sales Calls When this happens, all the time, effort, and money spent getting that person to take action is completely wasted.
  17. 17. The Right Way to Handle Incoming Sales Calls Big mistake number two.
  18. 18. The Right Way to Handle Incoming Sales Calls Big mistake three is a combination of two things:
  19. 19. The Right Way to Handle Incoming Sales Calls 1) not have a uniform way of handling every single call, regardless of salesperson answering it
  20. 20. The Right Way to Handle Incoming Sales Calls 2) not allowing a disproportionate amount of calls to be taken by your best salespeople.
  21. 21. The Right Way to Handle Incoming Sales Calls The first thing listed above is an obvious one, but is not abided by, by most companies.
  22. 22. The Right Way to Handle Incoming Sales Calls Create a proven script and have every salesperson stick to it.
  23. 23. The Right Way to Handle Incoming Sales Calls Have a strategy laid out for every call and for every circumstance or objection the salespeople may face.
  24. 24. The Right Way to Handle Incoming Sales Calls Have it all uniform and systemized.
  25. 25. The Right Way to Handle Incoming Sales Calls And have it drilled in everyone’s head so they know it in their sleep.
  26. 26. The Right Way to Handle Incoming Sales Calls And then, have your top salespeople handle the majority of the calls.
  27. 27. The Right Way to Handle Incoming Sales Calls Have the lower-tiered salespeople earn the right to take calls.
  28. 28. The Right Way to Handle Incoming Sales Calls Have them only receive calls when the top salespeople are busy on the other line.
  29. 29. The Right Way to Handle Incoming Sales Calls There’s obviously more you can do…
  30. 30. The Right Way to Handle Incoming Sales Calls But if you avoid these three major pitfalls afflicting most companies with their inbound calls…
  31. 31. The Right Way to Handle Incoming Sales Calls You’re going to be further along than at least 90% of the businesses out there.
  32. 32. The Right Way to Handle Incoming Sales Calls More importantly, you’ll see these three simple changes creating a marked improvement in your bottom line.
  33. 33. The Right Way to Handle Incoming Sales Calls Yes. They are that powerful.
  34. 34. Until Next Time… Until next time, Kevin Oefelein
  35. 35. Get Marketing Made Easy - 3 Months FREEP.S. Get three months of the “MarketingMade Easy” Newsletterabsolutely free. Just go to the link below:
  36. 36. Wait… There’s More! Get Your Free CD & Report 4 Steps to Grow Your Business Exponentially Just go to KevinOffline.com
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