Telesales - The New Rules For Sales

1. The New Rules For Sales
New Rules For Sales1

2. In many respects, the salesperson has to find out
the facts of the story, based on who, what, when,
where, why, and how. That means coming up with
answers to the following questions
New Rules For Sales
 Does the customer actually have a need for
our products or services?
 Can the customer afford to buy what we're
selling?
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3. If you get knots in your stomach
just thinking about your next calls,
relax.
A few simple adjustments can
improve your cold-calling game
immediately, and technology can
increase your effectiveness by
leaps and bounds. Here are some
basic tips to help you make better
calls.
New Rules For Sales3

4. Authentic Storytelling sets the tone
New Rules For Sales
Customer wants authenticity, not spin.
How will you sound authentic?
Buyer wants the information in the language
they understand, not incomprehensible
jargon.
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5. Content is the link between
company and customer
New Rules For Sales
 Authentic data (Legal documentation & track
records).
 Information along with education.
 Successful sales person highlight their expertise
by sharing the information, data, news and
updates rather than using the OLD STYLE.
 Now you have to get to be on the BUYERS
TIMETABLE, not yours.
 The key is to focus on the buyers needs, not your
own ego.
 Don’t PUSH product. Teach people something.
Share expertise in simple way.
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6. Real time support makes client
happy
New Rules For Sales
 When buyers express interest, they expect
service right away. NOW, not tomorrow, not
this afternoon. NOW!
 Full support during market hours.
 Client expects employees of the company to
do the analysis and provide the data timely.
 You are already online; go through the
website of our company.
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7. Sales Signals
New Rules For Sales
 Try to predict your prospect’s intent to PAY.
 The alert, a SALES SIGNAL. When the client is
on the website of the company.
 When the client give the call back.
 When the client discuss about the other
companies services.
 When you get sales signal, try to go with
close ended question in order to save time.
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8. Real-Time Mind-Set
New Rules For Sales
 The real time mind set recognizes the
importance of SPEED to take the decision.
 This is the last place for the buyer, there is no
other alternative.
 Today the customers have far more choices.
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9. Speak clearly
New Rules For Sales
 If you make your phone call from a landline,
do your best to make sure client is in the area
where the call won't be dropped or garbled by
static. "I think I'm losing you" is not a phrase
you want to hear – or say – on a business call.
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10. Don't try to say too much at
once
New Rules For Sales
 Get the prospect involved instead of
talking at him or her. Ideally, you'll
do 25 percent of the talking, and the
prospect will do the rest 75%.
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11. Be polite and courteous
New Rules For Sales
Saying
"Thank you“
and
"I appreciate your time“
Never hurt anybody.
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12. Stick to the point
New Rules For Sales
 If the prospect ask the queries about product, just
take a time and give the answer in very polite
way, your answer should be relevant to the point
and you have to be on that point, if client is not
understanding the actual answer what you want
to explain then you should use the best related
example.
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13. Don't act too familiar
New Rules For Sales
 Calling a prospect by his or her first name can be
a simple way to establish quick rapport. Just don't
overdo it. If you use the name in every third
sentence, your attempts to connect can sound
forced and in-sincere.
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14. Know the best times to call
New Rules For Sales
 The best time to call is when the prospect has a
need or is overwhelmed by a challenge that fits
with your value proposition. Tracking trigger
events can help you make sure you're reaching
out at an ideal time.
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15. Succinctly explain who you are
New Rules For Sales
 If you've discussed the person before, be
prepared to briefly summarize the history of your
interaction
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16. Don't be a Nuisance
New Rules For Sales
 Know the history of company's attempts to reach
a prospect before you ask for his or her time. It
doesn't make sense to contact prospects with the
same scripted message if others from company
have already tried (and failed) to make a
connection. Figure out a new approach, or move
on to the next call.
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17. Types of Question
New Rules For Sales
 Open ended question should be asked in starting
conversation, once you get confidence then you
could use the close ended question in finishing
mode(Deal closing).
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