For the internet or non-internet sales professional it is vital to develop strong telephone sales skills. It is important to see your phone as a money machine. Being able to create larger and more sales is totally linked to being able to have effective phone presentations.
The nice thing about phone selling is that one can do it in their bathrobe. Although, if you're in an office setting, this may not exactly comply with the established dress code. (even if it IS Casual Friday) However, the full time phone sales pro can dress in a more relaxed manner which will also help them in their presentation.
It's important to remember that all the rules of sales presentation still hold true. You need to warm up with your prospect. You must qualify them and then do a product presentation. You still must close them and complete the sale. However, controlling the phone sales presentation, takes a distinctly different path.
Since the only asset and tool you have, while making your presentation is your voice, you need to convey a great deal with it. Let your personality come through. In your warm up, always smile a LOT and ASK questions that the customer will enjoy answering. The best types of questions is finding out what their interests are and discussing that, by letting THEM do most of the talking.
While doing the presentation, ask many tie down questions. Tie downs are close ended questions that are designed to illicit agreements from your customer and keep them on the buying path that you are creating. Questions also keep the customer involved with your presentation rather than having them start to zone out on you.
Here's a very good mantra to remember: The one who is asking the questions, is the one who is controlling the conversation. Even though it may SEEM like the customer is doing a lot of talking, remember that they are RESPONDING to your questions, therefore YOU are the one controlling the phone presentation. Asking questions, along the way, will also tip you off if you're losing the customer's interest or agreement with you. Needless to say, if either of those things happen, stop where you are and handle the situation, before it becomes unhandle-able.
Always remember, when concluding the phone presentation, wait until your customer hangs up the phone before you do. No one likes to be hung up on, even if they may rationally know that you haven't.
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