This document provides tips and techniques for improving performance in telesales. It begins with an overview stating that following the steps of the system will lead to success. It then provides numerous tips organized under various headings, such as preparing for calls, handling objections, improving vocabulary, voice, and presentation skills, managing call volume and outcomes, and reviewing call metrics. The overall message is that with practice of the techniques discussed, telesales representatives can increase their income and sales.
Today buyers are more cautious than ever before when it comes to making decisions. This means that you’ll need a variety of closing techniques at your disposal if you’re going to smash your sales targets.
The great news is that one or a combination of these 8 best Closing Techniques can be used in any sales situation to help you turn every prospect into a buying customer.
If you’re using the same outdated approach to cold calling as most sales reps, you’re doing it wrong... and you’re missing out on a lot of appointments.
In this slideshow from our March session of Business Wise Insiders, you'll learn 5 new rules for cold calling that replace the old, outdated strategies most sales reps use; secrets to cold calling efficiency that lead to more appointments with better prospects in less phone time; how to avoid common cold calling mistakes that might be lowering your success rate.
Telesales Training - The Sales Performance Company LtdStuart Allen
These slides contain details of a brand new telesales training course devised by The SalesPerformance Company Ltd. The courses will be delivered at the iconic The Hive building in Central Worcester.
Today buyers are more cautious than ever before when it comes to making decisions. This means that you’ll need a variety of closing techniques at your disposal if you’re going to smash your sales targets.
The great news is that one or a combination of these 8 best Closing Techniques can be used in any sales situation to help you turn every prospect into a buying customer.
If you’re using the same outdated approach to cold calling as most sales reps, you’re doing it wrong... and you’re missing out on a lot of appointments.
In this slideshow from our March session of Business Wise Insiders, you'll learn 5 new rules for cold calling that replace the old, outdated strategies most sales reps use; secrets to cold calling efficiency that lead to more appointments with better prospects in less phone time; how to avoid common cold calling mistakes that might be lowering your success rate.
Telesales Training - The Sales Performance Company LtdStuart Allen
These slides contain details of a brand new telesales training course devised by The SalesPerformance Company Ltd. The courses will be delivered at the iconic The Hive building in Central Worcester.
Hi All,
Now you can download my Presentation easily. I changed my Privacy setting.. I wish I can make more presentations for the young salesmen, but I am so busy these days and couldn't reply everyone who need my presentation. So here you can download now and present it to your teams etc.
Regards,
Shahzad Chohan
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Cold Calling Tips and Million Dollar Sales Prospecting SecretsInsideSales.com
Jul 16th , 2015 at 11:00 a.m. PT
Featuring Ken Krogue, President and Founder at InsideSales.com and New York Times Bestselling Author Grant Cardone.
Breathe new life into the argument that cold calling may be alive and well, while warm calling and follow up calling bring even better results. All will be discussed in light of the latest technologies and techniques of research, sales training and sales systems. Grant and Ken share value that can make you millions on the phone today.
In this webinar you will learn:
How to Handle Price on the Phone
How to Get Past the Gatekeeper
How to Create Urgency
How to Close on the Phone
How to Separate Yourself from the Competition
How to Qualify the Buyer Over the Phone
What to Never Say on the Phone
How to Follow-Up the Unclosed Buyer
Here are 5 things to avoid when you are cold calling. By following these simple best practices you will be sure to improve your ability to cold call successfully.
More tips on how to cold call successfully can be found on my free Udemy course on how to get meetings with any company here: http://www.udemy.com/bd-101-how-to-get-meetings-with-anyone/
Naviga's interview toolbox helps job seekers prepare for the entire interview process. This toolbox includes common interview questions, how to handle the compensation conversation, what to wear, a sample Thank You note, and much, much more. Make sure to read through this manual before your next job interview so you can be the most prepared and confident version of yourself!
Sales has changed over the past twenty years, and nowhere is this more clear than in cold calling. Many people say that cold calling is dead. They’re wrong.
If your cold calls aren’t producing the results you want, you need to update your toolbelt. Start improving your cold calls with these ten tips.
Do you have an OUTSTANDING initial outreach? Our free webinar “Voicemail as a Science” has been applauded as being one of the best webinars on the recruiting process. I want to personally invite you to join me
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From interview style and location to hiring and salary negotiation, this infographic gives quick tips for communicating effectively with Millennials, in-person and over-the-phone interviews, interview location, questions to ask and expect, negotiating salary and more.
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Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
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Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
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This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
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In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
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Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
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Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
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HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
3. Before we begin……..
Lets all take out a small piece of paper and
pen
I want each of you to write down 4 facts
about yourself one of which is a LIE
After 3 mins one person is going to read
their list aloud and rest of the team is
going to write down 1 thing which you
think is LIE..Are you ready?....
4. QUIZ
The cold call is fun. If you think it is NOT fun
when you
are exceptionally well prepared
Don‘t apologize for anything
Don‘t make excuses
Don‘t have fun
5. A customer asks you, "Do you have XYZ product
?' If you don’t have XYZ ..What should you say?
I would love to have XYZ but the ABC meets
your needs.
You lie to the customer that you own one
ABC is champ! I am telling you.
6. The best use of your talking time is to…
Explain every features that we have
tell the customer about features we don't
advertise
Finish one feature+benefit first,then go to
the next
7. Which sales word NOT to avoid?
Frankly
Quite Frankly
Honestly
Are you prepared to order today?
Smile
8. Why do some customers pay price for a
product and others not?
It depends on where they live
Criteria weren't met
Because they do not use our service at all
There is no difference, everyone pays the
same price
9. Which one is most important criteria for
Telesales Specialist?
Serve as front-line people
Always strive to be part of the best sales
team possible
Be a full-time customer of XYZ
Know exactly what The XYZ‖s latest
products, services and features are
All of the above
10. If the customer calls in and ask for a job
opportunity, what will you do?
Disconnect the call and move to the next
prospect
Advice customers to Visit xyz.com and select
current opportunities below the webpage
Beg for a job
Call your sales manager
11. When a customer calls in for multiple order
of Z products for their workplace, who do
you refer this customer to?
Sales Manager
Tech support
Business Development team
None of the above
12. Sales quote
• Nothing happens until a sale is made
• Don't cry over a sale
• ABC
• All of the above
13. Which one is true when you are on a call?
Smile when you start the call
Give your name and company
Get to the point fast
Make it short and sweet
All of the above
15. Lack of Sales
A famous professor at Harvard Business School once asked his
students to name the number one reason that businesses do
not succeed.
He got all kinds of answers, ranging from bad management
and bad programs to bad products, poor concepts and lack of
capital. After reading all their answers he stood before his
class and told them that the number one reason businesses
fail is . . . ―lack of sales‖
That‘s it. It‘s lack of real sales—the work you and I do on the
front lines. And if I can‘t get in the door to see people, I‘m not
going to sell.
16. ZIG ZIGLAR
Every sale has FIVE basic obstacles
no need
no money
no hurry
no desire
no trust
17. What will you learn?
• Understanding that Telephone is a Sales
Tool
• The right attitude for success
• Using your voice properly
• Mistakes to avoid during Sales Call
• Above all how to increase your income as
a Tele Sales Executive
18. What to expect?
If you follow the steps—the system will work!
Make a commitment to drill the techniques
repeatedly until they become second nature
Do what works . . . And stick with it. And you
will certainly see dramatic improvements in
your sales prospecting and your overall
income level
19. Radio Vs Telephone Commercial
Sound
Multiple voice
Professional voice
Professional scripts
20. Difference between Telephone and
Face to Face Selling
CONTROL
In a face-to-face situation you have more control than you have on the
phone
MUTUAL VISION
When on the phone, one does not see the prospect's business
environment
DEMONSTRATION
Any attempt to display a solution or answer becomes more
complicated.
21. What is Cold Calling?
In order to maintain and even expand
market share you need to contact new
prospects. This is called ‗cold calling‘
22. TELEMARKETING
Instead of selling the product or service
over the phone (you omit the desire
stage), an appointment is made for either
yourself or a colleague to visit and talk in
more detail.
23. Incoming Calls
One of the main advantage of incoming call
is … they are in a buying frame of mind
25. Cold Call Mechanics
1. Get the person‘s attention
2. Identify yourself and your company
3. Give the reason for your call
4. Make a qualifying/questioning statement
5. Set the appointment
26. Five Ways to Double Your Income
1. Double the Number of Calls
2. Get Through More Often
3. Get More Appointments
4. Close More Sales
5. Generate More Dollars Per Sale
28. A=P=S
Appointments give you prospects
Prospects give you Sales
If you have no new appointments today,
what‘s your chance of getting a new
prospect?
If you have no new prospects, what‘s your
chance of making a sale?
29. Where to look for leads?
Civic Organizations
Conferences
Newspapers
Directory
Social Networking sites
30. How Insurance Agents Can Get More New
Customers
http://www.youtube.com/watch?v=tPhlWy1yhW0
31. By the numbers?
How many appointments do you need to
get your prospects?
How many dials on the phone does it take
to get those appointments?
If you don‘t know those numbers, how can
you know whether your sales approach is
working?
34. Six Specific telephone tips for Cold
Calling
1. Use a Mirror
2. Use a Timer
Know how much time it takes you to make
a good call.
3. Practice!
It will take you three hours or so, but if you
practice properly, those 3 hours will be the
most productive hours of your entire sales
career
35. Six Specific telephone tips for Cold
Calling
4. Keep a Record of Your Calls
5. Tape-Record Your Calls
6. Stand Up
Stand up when you make your calls!
38. Back to Basics
• Impression
• Communication
• Psychology
• Fear
• Attitude(Yours)
39. Influencing powers
7% of our influence comes through the words
we use
38% of our influence comes through our
voice qualities
55% of our influence comes through the use
of body language
40. Why Telecalling is challenging?
BECAUSE we lose the most influential
factor (body language) over the phone
the ratio shifts as follows: 25per cent
through vocabulary and 75 per cent
through voice qualities (how we sound).
41. Vocabulary
Client want delivery by Wednesday
afternoon and you can't guarantee it
Positive Phareseology would sound like
―I‘ll try to get this to you by Wednesday by
putting in a special request with the
driver. If he can accommodate he will. If
not it will definitely be with you on
Thursday‖
42. Use phrases to
recap or maintain attention
such as
‗What we can do.......‘,
‗What you need…..
‗Others have found...‘
‗I appreciate how you feel…..‘
‗You have a point, of course……‘
‗If I understand you correctly. . ...‘
‗So what you are saying is. ….. .‘
‗Based on what you have said you need. …… .‘
43. Good to Great
Shall we visit in the morning?
Better: When is the best time to visit?
If you don't mind, could I speak to the VP?
Better: May I speak to the VP, please.
I'm not really sure how that works.
Better: I don't know the answer to that, but I will find
out and give you a call back.
If you decide to get the product, you can give me a call
Better: Once you decide, call me and I will get you set
up.
44. Good to Great
Do you have an account?
Better : What is your account number?
Would you be interested in buying a burglar alarm?
Better: Burglary has increased by 10 per cent over the last
12 months. When was the last time you heard of a local
robbery?
Are you happy with your current provision?
Better: How often do you review your …?
Do you want red?
Better : Which color would you prefer?
45. A thought to ponder
• We speak at around 120 words/minute.
• We read at around 200 words/minute.
• We listen at around 400 words/minute.
46. Presentation Voice
1.Volume
2. Enunciation
3. Pronunciation
4. Vocabulary
5. Speed of delivery
A good presentation voice includes first and
foremost the three jewels: energy,
enthusiasm, and passion.
47. Hints for Improving Voice over
phone
1.Make sure every call is energized by your
enthusiasm and passion for what you do.
2.Check your energy before each call.
3.Don't rush your presentation for anyone. If a
prospect doesn't have time, reschedule the call
for another time.
4.Take full breaths, even deep ones, when
presenting. It will give you better vocal tone.
5.Learn by audio taping your presentation and
listening for opportunities to improve.
48. Inside an Indian Call Center
http://www.youtube.com/watch?v=9yVbcWX2lV8&feature=related
50. A rewarding career in Telesales
http://www.youtube.com/watch?v=B7XPUFs_drA
51. EXERCISE
1. Think about your product or service and come up with
good reasons why you can be excited about
what you sell. Your product doesn't have to be the best
in the world, it just has to have value. Learn
what the values of your product are and use them as
your tools to be excited about what you sell.
2.Do the above for your company.
3.During each call, think about how you sound. Use your
recorder to examine your calls for that positive,
enthusiastic-sounding presentation.
4.Keep in mind at all times that this is a commercial, and
you want your prospect to enjoy it.
52.
53.
54. EXERCISE
1.Analyze and develop your ability to convey enthusiasm and
energy in your presentation. Practice on tape to make sure
your smile shows through when you speak in your
presentation voice. Have a friend or coworker listen to your
presentation to assure you of your enthusiastic tone.
2.Make a list of your company's key assets, those most valuable
to the customer.
3.Make a list of the best reasons a customer might buy your
products or services.
4.Solidify in your mind, by writing down, your reasons for being
enthusiastic and passionate about your company's products
or services.
55.
56.
57. Prank Call - The funniest ever!!
http://www.youtube.com/watch?v=-7YEbpjCeqg
58. EXERCISE
1.Use your recorder to record a number of normal conversations, then record a number of sales calls.
Listen to your tape and compare your causal voice to your presentation voice.
2.Now make notes regarding the things you need to improve in your presentation
voice as you go.
3.Write out the answers to a couple of the primary objections you encounter in your sales
presentation,
then present those answers to your recorder using your notes as a guide to improve your presentation
voice.
4.Repeat this process a couple of times. After each repetition, take some time to listen to a
professional
presenter (motivational speaker, news anchor,). As you listen to these people, think about
what they are doing with their voice for effect, and see how they use vocal tactics to influence the
audience.
5.One of the key things you must do in your presentations is to avoid losing your energy or enthusiasm,
even when the going gets tough on the phone. This was the reason I suggested you write out some of
the key objectives. Try at this point to come up with some other negative situations, then write out
your answers and use them to practice your presentation voice.
59.
60.
61. EXERCISE
1.Lay out the typical scenarios for the decision-
making process in your business. This would
include the titles and relationships of the decision
makers you usually talk to. Set a plan for
presenting to the different decision makers.
2.Develop a series of questions that will qualify the
decision maker and the decision-making process
for you.
3.Look for questions and statements you can use to
avoid making a presentation
66. Sample Opening Script
• Good morning , this is…… from …..
The reason I‘m calling you today
specifically is …….so I can stop by and tell
you about our new program that
increases….
I‘m sure that you like …. are interested in
(Positive response)
67. Referral Script
Good morning , this is…… from …. (Insert
your brief commercial of your company.)
The reason I‘m calling you today
specifically is that we‘ve just completed
working on a major project for ……, which
was extremely successful in increasing …..
What I‘d like to do is stop by next to tell
you about the success I had at . How‘s….. ?
68. Follow-Up Script
• Good morning , this is…………… from
……..A number of weeks ago I contacted
you, and you asked me to call you back
today to set up an appointment. Would
that be good for you?
69. The two key areas in mirroring over
the phone are
1)voice mirroring through pitch, volume,
tone, pacing, vocabulary, phraseology,
tempo, etc; and
2) Emotional mirroring through attitude,
belief, tolerance, understanding,
compatibility through respect,
involvement, sharing qualities, etc.
70.
71. Mirroring Tips
‗YES, I‘M VERY PLEASED WITH YOU‘
Depending on the intonation and emphasis on the
word ‗VERY‘ the meaning changes
So…..
speak in the same TONE
PACE the conversation in the same way
use the SAME VOCABULARY and PHRASEOLOGY,
even PAUSE in the same rhythm –
PACING demonstrates RAPPORT
72. To make mirroring or rapport work
over the phone you
• We cannot, however, agree with
everything or we lose credibility, but we
do want to show we understand.
• The best tool to establish this is by
mirroring or duplicating actions or
statements
73. BULLET PROOF YOURSELF AROUND
COMMON RESPONSES
I am not interested
Response
Just send me the information
Response
The price is too high
Response
74. Pursuit of Happiness telemarketing
/ cold calling
http://www.youtube.com/watch?v=BAV_fXwRPR4
75. BULLET PROOF YOURSELF
AROUND COMMON RESPONSES
The price is too high (Again)
Response
I already have a broker/supplier
Response
I want to think about it
Response
76. BULLET PROOF YOURSELF
AROUND COMMON RESPONSES
I want to talk to my accountant
Response
I can’t afford it
Response
I don’t have the money now
Response
77. BULLET PROOF YOURSELF
AROUND COMMON RESPONSES
I can get a better deal elsewhere
Response
I don’t know you and I don’t feel
comfortable doing business over the phone
Response
It’s still too risky
Response
78. BULLET PROOF YOURSELF
AROUND COMMON RESPONSES
I don’t like high pressure salesman and and
I feel you are pushing me into this
Response
82. IMPORTANT rules of Selling Today's
informed customers
Never pressure a client to do something they
should not do
Never pressure a client to buy something
they should not buy
83. The Art Of Looping
• Looping is the Key to Sales
• First use Deflection
• After you deflect clients initial refusal ..go
backward and resell your product
84. Language Patterns for Looping
Start with ……1.Does that make sense ?
2.Sell yourself
3.Sell your company
91. Good Luck
If you apply these skills into your selling
career , I have no doubt that you will
succeed in telesales—or in any capacity—
as a salesperson.
Good luck!