On wednesday we dive into some of the most important elements of. Always address them with their correct name, and with the right company details. You can learn a few simple techniques that can be applied to any sales situation, whether youre selling a product online, over the phone, facetoface or even in an interview in this post, ill provide you with a few great tips for selling anything to anyone in 2020 and beyond. Selling to anyone over the phone does this by teaching readers how to ensure callbacks, build trust, partner with decision makers, and use personalitymatching techniques to build connections with and relate to people they cant see facetoface. Here some of our practical ideas for how to sell over the telephone, which will help you to be confident and natural, listen more, avoid assumptions and keep it interesting. Selling to anyone over the phone by renee walkup overdrive. For 100% final expense insurance phone selling it is best for the prospect to be close to your office so you can always meet for a brief moment facetoface to pick up the check.
The more time you spend on the phone selling, the less time youre going to have for. Like me you may have been made to believe that you couldnt sell your products over the phone but, of course, that isnt true. What are the best books out there on selling over the phone. As a phone representative, you have one of the most difficult sales jobs that there is. Use a highquality headset to allow you to talk with your hands. Final expense facebook leads and tms are financially the best leads for this type of.
Phone selling 2 there has been a shift in the industry from face to face selling to phone sales. Reasons to specialize in the final expense market more effective selling process. Missing from the sales and service model, in many companies, is the. All of the ideas below are the result of my experience and the results of thousands of phone conversations. Selling over the phone requires excellent phone skills.
Selling to anyone over the phone kindle edition by walkup, renee, mckee, sandra. The point is to be proactive with new contacts on a daily basis, which is entirely possible if you make it a priority. Mail, email, sms, etc and then follow up with a phone appointment to get the application. We suggest putting in 45 hour weeks, for the first 90 days. Smart selling on the phone and online smart selling on the phone and online is a comprehensive guide for any sales executive who needs to penetrate the corporate fortress to. One technique to keep in mind is to smile when speaking. There has been a shift in the industry from face to face selling to phone sales. Even if you have a list of prospects prepared, the key to making a sale over the phone is the volume of calls. Selling life insurance over the phone video training. Phone scripts should sound just like you do when you talk casually. Tired of the grind, mike tried selling final expense over the phone. Confidence is vital, whether the call is inbound or outbound. Unl eash the power of directvs most advanced receiver by connecting your genie hd dvr to your highspeed internet. The customer will not be able to see it, but they will be able to sense the warmth and enthusiasm in your voice.
This part describes the requirements associated with the two primary ways lenders transact business with fannie mae. How to sell life insurance over the phone career trend. If you dont believe in the product youre selling, each time you pick up the phone, youll become increasingly unconvincing and robotic. To help convert phone calls into jobs more easily, he worked to develop a script that he could fall back on as a template for the conversation. Top tips for selling over the phone march 01, 2015.
Sep 23, 2009 prioritize and manage their time so that more of it is spent actually selling and more. Click download or read online button to get selling to anyone over the phone book now. Insurance online and sell over the phone pdf by jeff root image not readable or empty gambar0692755772. While we present some practical contact centre sales techniques, along with examples. As you get better at cold calling, you may find that you have to make fewer calls to get enough appointments to meet your sales quota or even to exceed it. The secret to building rapport is to embrace the role of an advisor. How to sell anything to anyone in 2020 brian tracy.
Pdf the psychology of selling the art of closing sales. Keep reading to learn how to sell over the phone, plus my cat framework for mindset mastery, which is key to real success as an sdr. The number one reason for our success was we became more efficient. But it also means coming up with a routine so that youre comfortable and relaxed on. Its amazing how much energy youll put into a phone call when you can see yourself. Since each states insurance department is different, it is necessary to check with your local office to ensure no regulations are being violated by conducting business over the telephone. You can learn a few simple techniques that can be applied to any sales situation, whether youre selling a product online, over the phone, facetoface or even in an interview. Keep a mirror on your desk to allow you to see yourself talking. Professional telesales skills total success training. Projecting a professional image is one of the keys to professional selling. Andy preston provides top tips for selling over the telephone. Selling over the phone is an entirely different experience than selling in a facetoface setting. Then you are in the sales process which we wont be addressing here.
While each has its benefits, there are many aspects of persuasion that are lost when having a conversation over the phone. He is a highly respected business expert whose passion is to teach people and businesses how to expand, regardless of economic climate. The following pages are an exact duplicate of the book. Final expense facebook leads and tms are financially the best leads for this type of sale. Selling to anyone over the phone renee walkup, sandra mckee on.
When selling over the phone, you must establish credibility, authority, and expertise. Final expense telesales selling final expense over the phone. Way too many agents feel the cold breeze between themselves and the caller and fail to even try to up sell. Walkup selling to anyone over the phone by renee p. For anyone to buy from you or take the action you want, they have to see you as someone who knows what theyre doing. Have all your selling sheets and product tips in front of you, either in a binder or on your. Three, you then get on the phone to call this person so that you can four, set an appointment. In addition to verbal effects, nonverbal cues such as body language also translate well over the phone. Cold calling tips and million dollar sales prospecting secrets author. When it comes to selling final expense over the phone, you must be dedicated and committed. Talk with your hands, as it allows you to convey more energy in your voice.
Excellent products with generous underwriting people who are in fair to good health for their age are acceptable 2. The art of salesfu 10 steps to selling anything over the. Whether youre selling over the phone to an unending list of phone numbers or you have to close a deal with a big client, it takes special skills to sell effectively. Because the salesperson in the store, online, or on the phone is a primary. This absolutely up to date second version of selling to anyone over the phone is the salespersons preparedreference information for producing the sort of product pleasure that may guarantee callbacks, partnering with gatekeepers and choice makers utilizing charactermatching methods, and usually boosting success charges. It is too common for an agent to hear an objection and then go into a defensive mode, launching lots of unnecessary information at the customer. A comprehensive guide to talking to prospects on the phone. Selling over the telephone may lead to the closing of a sale or leading to an opening for a presentation and possible deal. Top tips for selling over the phone call centre helper. Before your team even picks up the phone, make sure they prep for the call. For some people, it pays extremely high money, and there is a reason for that.
Selling over the phone will be easier than ever before. If you desire to close the final expense sale 100% over the phone send u. Most of the selling strategies in this article are still effective when youre selling over the phone, but you can use these. Usually morning is better than afternoons, but after hours. How to sell better over the phone salesforce search. Use features like bookmarks, note taking and highlighting while reading selling to anyone over the phone.
The more calls a group of sales agents can make in any given period of time, the more products and services best practices in phone based sales using a webhosted predictive dialer to enhance telesales effectiveness when a robust predictive dialer is in place, the call. I was reading an old sales training book a few days ago, in which the writer made the. Therefore, we were engaged with more accounts and developed a larger pipeline. Selling products or services over the phone is one of the most popular forms of pitching, but dont let that fool you into thinking its the easiest.
In this article, we take you through the key aspects of training objection handling, which will help your agents to improve their selling over the phone. Also, i found that with a good script in hand i all but eliminated all of my phone anxity and started to love selling on the phone. That can be over the phone, by email, or via linkedin, she says. The more potential clients you reach, the more sales youre likely to make, but this doesnt mean you can ignore quality in favor of quantity. In this post, ill provide you with a few great tips for selling anything to anyone in 2020 and beyond. No matter how many times a person hangs up on you, tells you theyre not interested or lets your call go straight to voicemail, youve got to keep dialing. Download it once and read it on your kindle device, pc, phones or tablets. Read on to see how to sell over the phone like a pro with 3 tactics only the best sales reps use. Once you get inside the door and create rapport, you get into five, the fact find. The psychology of selling the art of closing sales. There is nothing quite like irritating someone because you called them laura instead of louise. In the late 90s there was a minor online presence but the business was all still grown primarily with presentations done in someones home. The same principles that apply for facetoface selling, is applicable for telephone selling. Not all states permit the selling of life insurance policies over the telephone.
Not only he is a two times tedx opening speaker, hes also an international best selling author of over 12 books and the host of shoulders of titans show. The art of salesfu 10 steps to selling anything over the phone 19 network marketing company, but in either case i was selling vitamins, cleaning supplies, makeup, and groceries from a catalogue. By giving agents a process to follow, they can set a tone more likely to create customer satisfaction and sales, concurrently. Much of the sales advice also translates to inperson life insurance sales. How to sell a competitive product over the phone according to smart calling author and business by phone inc.
Callers answer the phone with some sort of greeting and an offer to help. They must always have their crm open and inventory accessible. Even though youre limited to just verbal cues no body language, the most important benefit of selling over the phone is the time savings. Many of the times, it has been believed that the readers, who are utilizing the ebooks for first time, happen to really have a tough time before getting used to. Jun 04, 2015 getting the most out of each phone call. Buying life insurance is a big decision, so with everything else being equal, prospects will buy from someone they feel is a trustworthy expert. The initial goal in selling is to find out why, and under what circumstances, the prospect will buy from you. Selling to anyone over the phone download ebook pdf. Those smooth, polished, convincing phrases work in a brochure or even an email, but spoken out loud they will stilted and artificial or worse, slick and salesy. We also found that sales meetings by phone took far less time than inperson meetings. This means that you will follow the same rules like providing product information, handling objections and closing. So before you get started, you need to get yourself in the right state of mind. Otherwise, you will lose credibility in the eyes of your client, and will be unable to regain that, especially over the phone.
Even more practical techniques to sell over the phone. Sep 30, 2019 from fashionconscious teens to savvy soccer moms, the need to customize, personalize and customize your cell phone is a strong market. Use a variety of communication techniques in selling. Combining an accessible text with clear graphics and stepbystep processes, smart selling on the phone and online will help any rep master the world of sales 2. Prioritize and manage their time so that more of it is spent actually selling and more. This means coming up with a general script or talking points. If youre someone who currently is selling over the phone to make a living, then my guess is, you want to get better. Selling life insurance over the phone video training youtube. A read is counted each time someone views a publication summary such as the title, abstract, and list of authors, clicks on a figure, or views or downloads the fulltext. Set aside enough time to get into a rhythmat least two hours per block. To enhance your phone sales presence in order to sell better, use the tips below. The extra care and diligence you take with your customers will pay off in the long run. Being in front of someone is the most effective way, but it is very expensive and can cost as much as 8x more than a call and almost impossible to scale out horizontally because of the time it takes to travel.
Thank you for downloading this free pdf version of 101 ways to succeed in selling by greg gore. In particular, he says, selling over the phone was especially difficult and he found himself often stammering or stumbling over words when a customer asked him a question that caught him off guard. Download selling to anyone over the phone pdf ebook. Over educating the prospect when you should be selling. The phone is probably the most used tool in modern business. Selling over the phone works so well because it enables you to become more efficient. Selling over the phone has got to be one of the hardest, but most rewarding jobs you can learn from. Cold calling tips and million dollar sales prospecting secrets. Dec 31, 2018 those smooth, polished, convincing phrases work in a brochure or even an email, but spoken out loud they will stilted and artificial or worse, slick and salesy. Cold calls can be intimidating, especially if youre unprepared. Please share this pdf file with your friends and colleagues. My goal is to simply help you become a better sales person.
Walkup and sandra mckee is a good book that suits your current needs. As you write the script, stick to words you use every day in normal conversation, including pauses, sentence. You can cover a lot of ground over the phone, letting you engage with more accounts and build a larger pipeline. In this article, andy preston offers his guidance on how to sell over the phone, and we present our call centre sales techniques, with examples and commentary.
Selling over the phone is, simply put, a game of numbers. Mike is like many agents i talk to everyday, in the field doing presentations facetoface, grinding away driving from one appointment to the next putting not only miles on his car but stress on himself. We all know how different selling over the phone is compared to sitting face to face. Apr, 2016 as a sales person, you know that when your sales activity needs to be accomplished over the phone, its a whole new ballgame. Tell customers how connecting directv to the internet provides the best tv experience. Business has been the root for lively hood making since ancient ages, may it be barter system, or the advent of money in all forms, buying and selling have been 2 integral parts of the human life. Gerhard gschwandtner, founder and publisher, selling power. The one secret to close more sales on the phone youtube. Lloyd lofton 2014 medicare supplement phone sales script 8657767632. Automatic phone dialers, voip voice over internet protocol and electronic applications now allow agents to prospect and sell from a single location all over the us. Make sure you follow up on the day and time you say you will. Unlike face to face selling, where you can see someones body language and interpret it, selling over the phone is limited to purely a persons voice.