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Selling on the phone is not optimal
By Guy Mclaren of Guy Mclaren Photography
I do substantial amounts of telesales when I get around to it. Now I never sell my product on the phone. Never! My goal when I pick up the phone is a face to face appointment. My telesales pitch goes almost as follows. My name is Guy and I believe we have a need to meet and discuss a project I am currently working on that will help your business grow and prosper. What is this about, I don't have time to waste? Well now that you mention it, I too am not a fan of wasting time, I tell you what give me 10 minutes of your time, by then we will know if it's worth continuing the conversation, what suits you best Monday or Tuesday? What is this about? Our project involves getting real results and sales for your business from the web, It involves saving money on marketing, Give me ten minutes of your time and we will know if it is of interest to you. How does wednesday look? Just email me some details. Frankly I thought we had agreed that neither of us were fans of wasting time, The documentation would probably not make a whole lot of sense without me to explain all the angles, I tell you what give me 10 minutes and I'll go over the basics with you and leave you all the documentation for you to study at your leisure. Thursday sound good? Never go into a sales pitch on the phone, It does you no favours and none for the client either. emailed info will be placed on the backburner to wait for a roundtuit. |
http://guymclaren.com
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"I believe we have the need"? My approach is much more simple and requires no explanation:- "My name's Arthur and I want to show you how to cut your expenses and probably find more cash customers. Will tomorrow afternoon be OK or would you prefer the morning?" Any questions other than "Can you come at . . . ?" simply receive a repeat of my introduction. Read through your script again and you will see that it is all about you - not what you can do.
CONTRIBUTOR'S REPLY
Hmmm I try not to repeat myself and will not go into a sales pitch on the phone. RThe objective of the call as you so rightly point out is an appointment
I "learned" this technique when I was with a financial services company years ago. People will still pump you for details on the phone. Plus many people recognize a "technique" when they hear it and simply become irritated. The trick is to be honest and not let your pitch sound to them like they are being manipulated. I certainly recognize it when I hear it over the phone. I also see it on the internet. If someone is not willing to identify themselves and their company and at least give me a general and not misleading idea of what the "pitch" is about, I'm not interested. A company should be able to provide a resource for people that want more information before sitting down face to face with someone. People don't want to feel manipulated - no matter how good your product or service may be. This type of "pitch" feels sleezy if not delivered right. People have a right to be, and in fact should be cautious.
CONTRIBUTOR'S REPLY
I will always tell them in broad strokes what we are going to talk about. ie: I did a Google search for "inssurance brokers in Barberton" and was unable to find your business. I want to show you how we can make that happen for you. I will not go into details however, I agree that you should never seem like you are a sleazy salesman trying to pressure people into buying stuff they don't need.
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http://guymclaren.qondio.com/
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