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The power series selling over the telephone

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The power series selling over the telephone

  1. 1. by Richard Mulvey
  2. 2. The Power Series
  3. 3. What are we going to discuss today
  4. 4. What do you call yourself?
  5. 5. What should you call yourself?
  6. 6. Preparation
  7. 7. Preparation
  8. 8. On your Desk
  9. 9. Date: ………………. Name:.............................…………………………. Name Company Phone No Objective Comments Call Report Sheet
  10. 10. Basic Techniques
  11. 11. Please - Thank you Like "Opportunity" and “Idea” Don't say “Price” say “Investment” Free, Easy, Discover, Guarantee, New, Safety, Results, Save, You, Health Key Words and Phrases
  12. 12. Great – Fantastic – Amazing “The boot is so large you could fit golf clubs and luggage for four people inside” Key Words and Phrases
  13. 13. "These multivitamin tablets are fantastic! I use them myself and I feel fitter, stronger, and I never get tired in the afternoons like I used to."
  14. 14. A I D A ttention nterest esire ction Making the Call
  15. 15. Attention Interest Desire Action Making the Call
  16. 16. “John Smith Please” “John Smith Speaking” “Hello John. This is Richard Mulvey from The ower Series” Making the Call
  17. 17. "I am phoning, John, about the email we sent you. Did you get a chance to read it?" Question “Fred Brown asked me to call you in connection with your ***********” Statement Opening Question or Statement
  18. 18. Open Questions Closed Questions Who, What, Where, When, Why, How Do, Does, Did, Are, Has, Have, Is, Could , Can, Would, Will ... etc. Uncovering their needs
  19. 19. If they are a new prospect "Briefly, how do you find your training programs are working out for you?" If they are a referral: "Fred Jones said I should give you a call, Briefly, how do you find your training programs are working out for you?" If they responded to the survey "Thank you for responding to our survey, Briefly, how do you find your training programs are working out for you?" The Script
  20. 20. Go on.... I see...... Really?.... Listening
  21. 21. SHUT UP! The Phone Close
  22. 22. The Phone Close
  23. 23. as you may be aware, The Power Series has recently developed a new idea to (?feature?) “The reason for the call today John, for people in positions like yourself and I would be happy to drop by and give you the opportunity of seeing it. I am calling today to say I will be in your area tomorrow around three, and I wondered, would you be there for about seven minutes?” The Appointment Call
  24. 24. Objections
  25. 25. I don't have time to talk to you at the moment We already have our own programme We don't need your products Just send me the details My brother-in-law is in the business My sales team are already trained I deal with xyz company I have never heard of your company
  26. 26. Indifference
  27. 27. "Just send me the details“ "I will be happy to email you the details. It is quite a long document, What areas you are specifically interested in?" Indifference
  28. 28. “No, just email me the details“ “Certainly.” Email the details. Then... Follow Up! Did he get it? Does he want it? If not, why not? Indifference
  29. 29. "I don't want one“ "I am sure you have a reason for saying that Mr. Smith, what is that reason?" Indifference
  30. 30. "How much is it?“ "We have a full range and the prices are very dependent on your needs, what you are using at the moment?" Indifference
  31. 31. "I am too busy at the moment” "I understand that, we all get very busy sometimes, when would be the best time to call, on Friday, or would Monday morning be better?" Indifference
  32. 32. "We already have a supplier" "That’s interesting, who is supplying you?" "XYZ Supplies" "They are a good supplier. How do you find their service?” Indifference
  33. 33. Don't say “How are you today?” Don't say “This is not a sales call” Don't say “Congratulations, you have been chosen from 4000 people to win a two week holiday in Welkom” Things to Avoid
  34. 34. Don't transfer a call without telling the third party what the call is about Don't let the sun set on a customer complaint Don't leave your prospect listening to what is going on in your office Things to Avoid
  35. 35. Be Ready with everything you need Set Targets for yourself Never have a gap between calls Make Statistics work for you Do it first! The Real Enemy
  36. 36. Sales Proposals and Presentations
  37. 37. The Slides
  38. 38. by Richard Mulvey
  39. 39. "Hello Mr Smith (or better still “John”)"This is Richard Mulvey from the The Power Series Market Research Department." The Script
  40. 40. If they are a new prospect "Briefly, how do you find your training programs are working out for you?" If they are a referral: "Fred Jones said I should give you a call, Briefly, how do you find your training programs are working out for you?" If they responded to the survey "Thank your for responding to our survey, Briefly, how do you find your training programs are working out for you?" The Script
  41. 41. "What sort of challenges do you have with your training programs at the moment?" We now have to continue to explore their issues with "Open Questions"  What sort of training are you offering your staff? Who gets training in your organisation? How does the staff feel about that?   When was the last time you reviewed your training programmes? etc. The Script
  42. 42. Qualify the customer. How many sales people do you employ? How much do you spend on training each year? etc. The Script
  43. 43. Once we have found a problem we can solve "Many of the companies I have been speaking to have exactly the same sort of problems, that’s why The Power Series have recently launched a new programme that will ………(Benefit 1) and also ……(Benefit 2). “The benefit to you is that …………… (solution). Can you see that working for you?” The Script
  44. 44. If they qualify ..... "It seems, John, that you also qualify for ....... (Free Seat ). This will give you the opportunity of trying the training programme for yourself with absolutely no obligation. If they seem interested…. “Thank you for your time, John. Let me email you the details for you to consider.” If they don’t qualify and don’t seem interested …. “Thank you for your time, John, can I email you a copy of the details of the training programme just in case you are interested sometime in the future.” The Script
  45. 45. as you may be aware, The Power Series has recently developed a new idea to (?feature?) “The reason for the call today John, for people in positions like yourself and I would be happy to give you the opportunity of seeing it. a and I wondered, would you be available for about seven minutes for an online meeting?” Online Appointment Call I am calling today to say I will be having a series of meetings on Zoom and Teams tomorrow afternoon

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