Work Environment: It’s More Than Just the Furniture

Fan of Daniel Pink - great article and video. Work Environment: It’s More Than Just the Furniture

Tele-Sales

·         I read this in a blog and had to share as it's very true....."As a sales professional using the phone as your main method of communication, you perform a function that very few people in world could do well, or would even want to try. And that’s persuading someone to take action and make a decision based almost solely on the words and ideas that come from your mouth. It’s quite an awesome feat when you think about it. It takes a talented individual to be able to do that well. You are that person. Feel proud of what you do, and always strive to get better."

      This may change because the advancement of technology which has made it more convenient to communicate electronically vs. picking up a phone. Text messaging is an example of opportunity for sales people reaching out to younger generations through apps, smart phones, pads, etc.

      But, getting back to "tele-sales", you have to prepare a calling process before you can expect most people to respond to you by way of the phone.  Remember, people believe more in their ideas rather than yours. You have to create a natural sounding opening statement that addresses "what's in it for me" to take the time to take your call and answer your questions and connect with them. Create a list of questions to ask so you can understand who you could be selling to. What's important to them, who are they, why would they want your services or product.  You need to get them emotionally involved especially if they are currently experiencing problems with the current way they do things. Have your benefits list handy and create questions from it, but don't jump in immediately to tell them all about your company.

      Don't start too quickly talking about what you offer - the worst habit many tele-sales people have.  How do you know they are your future client?  How do you know what they need, want, etc.?  You need to connect with them first, ask lots of questions, take notes while you LISTEN to their answers so you can come back with the wonderful benefits you can offer them.  Don't ramble and be really prepared on your responses. Building trust and credibility and showing you care are key to success in engaging someone on the phone.

     Overcoming objections (resistence) is typically a symptom of the real problem of either not hearing what they said during your conversation or you didn't ask the right questions.  You may have to use statements such as "let's talk about that" or let's look at this another way". And, it won't serve you to memorize a list of objections (canned comments) - the receiver will pick up on this immediately as it will come across as phony.  You need to get really comfortable with talking about resistence. Practice with co-workers or team mates.

      When you are through presenting the benefits, good idea to summarize what was said and ask if they agree. Then you can close (which takes practice) and is a must do step. You need to ask for the business. Get good at this, be natural, practice with team mates or co-workers. Next -steps is important when you are nearly done - what are you going to do next?  Send them something, set up an appointment to meet, set up a web demo, etc.  Practice good follow up and make sure you do it. 

     And remember learn how to Listen.  This can't be emphasized enough. It really is all about the other person and not you. Good luck on your success of teleselling.

Managing Stress

Please read the attached article I wrote for a mortgage magazine I co-author articles for that are published monthly.  This one is my contribution and Becky edits for me. I edit her pieces.

http://www.progressinlending.com/TME713/TME713Stress.pdf