Telephone Skills

10 Tips To Close More Sales On The Telephone

by Brian Cannone www.fitnesssalestraining.com

So you’ve gotten the attention of your prospect and they’ve decided to call your business for more information about your health club.
Do you know what to do next?
So let’s get started, shall we?
The telephone is an often under-appreciated and much maligned piece of office equipment. Have you stopped to consider how much business you conduct over the telephone? These 10 tips will help you improve your telephone presence and presentations.
1. The First Impression – Before you even pick up the phone, put a nice big fat smile on your face. This might sound easy but doing this will make your voice more clear plus help your prospect feel more at ease because you’ll sound more pleasant and relaxed.
2. Listen – When you’re on the phone with a prospect, don’t do ANYTHING else. Listen to them and try to “read between the lines”. Showing empathy while listening has also proved to be incredibly useful because the prospect will feel like you genuinely care about them.
3. Let Them Finish – Make sure the prospect is completely finished talking before you speak. A second of silence is better than interrupting them.
4. Open-Ended Questions – Don’t ask them questions that allow them to respond with a simple yes or no. Doing this breaks up the flow of the conversation and makes it feel more awkward, which is never a good thing. Keep the questions open-ended, let the prospect vent, and you’ll make more sales.
5. Match Their Voice – This little psychological trick can work wonders towards creating trust. All you have to do is simply slow down or speed up your voice to match the prospects. They won’t even notice, but it subconsciously creates more trust because they’ll feel more comfortable.
6. Phrase It Positively – When you’re answering questions, make sure everything is positive. Instead of saying “I don’t think that’s a good solution” you can say “I think the best solution is X”.
7. Voicemail – Although it’s better to talk directly to the person, when you’re leaving voicemails, try to be as friendly as possible – inviting them to call you back.
8. Pre-Call Planning – Before you call someone back who’s interested in your club, figure out exactly what you want to say. You might even want to write out 10 things in a sheet of paper that you want to make sure you say to your prospects and keep that piece of paper in the same place as where you make your calls.
9. Tape Yourself – If you can tape yourself and figure out what you’re doing wrong, or even have other people critique you, it will help hone your skills. Doing this will help eliminate any weird sounding phrases, messages that are unclear, and other things which will help you be more persuasive.
10. Make An Action Plan – Although I gave you 10 tips, you might choose to work on just one of them at a time and become an expert in that area. Then, move onto the next, and the next, until you’ve finished them all.I guarantee that if you follow these steps and continually improve your sales pitch over the phone, you’re going to see that your phone conversions go through the roof which means more money for the same amount of work!

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