11 Quick & Easy Phone Sales Techniques to Set Great Appointments
6.5 هزار بار بازدید -
3 سال پیش
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1. Leverage your calls.
Pure cold calls are dead. When I say pure cold calls, I mean calls where prospects have absolutely no idea who you are. These days, salespeople have so many tools in their arsenal that can help warm up that prospect relationship before ever getting on the phone.
2. Half of LI contacts give a cell number.
LinkedIn is one of the most under-appreciated places to get valid cell phone numbers to set great appointments. Because today's selling world is so virtual, cell phone numbers are the gold standard of ensuring that you’re actually going to get through to someone. Leverage LinkedIn to connect with your prospects, and take it a step further by looking to see which prospects share their cell numbers on the platform.
3. Call when they open your email.
This is a super ninja phone sales technique—and it takes a lot of salespeople out of their comfort zone. But if you use a system to track when prospects open your emails, then you can use that information to determine the best time to call them. And of course, the best time to call them is right after they open your email.
4. Have a script in front of you.
We tend to think that having a script makes us sound scripted, but that's not true at all. Being bad at using a script makes you sound scripted. Making a sales call without a script is actually the kiss of death. In fact, simply using a script is one of the best phone sales techniques you can implement into your phone selling strategy right now.
5. Personalize your script.
One of the most common pieces of criticism I get about using a script is that it's robotic and ends up making the salesperson say the same thing to every single person. But that doesn’t have to be true. You can personalize your script—and you should.
6. Minimize research between dials.
At my organization, we actually separate out the person who's doing the research from the person who's doing the dials. This allows us to be much more efficient. Now, you may not have your own personal researcher, and that's okay. But I challenge you to do your research ahead of time and put that information in some kind of document or CRM system—and then make all of your dials in a row.
7. Voicemail is part of your campaign.
There's a lot of hate on voicemail these days. If your goal is for someone to return your voicemail, then maybe it isn't going to work. But that's not necessarily the goal of leaving a voicemail.
In sales, the goal of leaving a voicemail is simply to get the prospect to realize that there's a real human being on the other end of the line; that there's a real human being who's been sending them those emails. Think of voicemail as another touch-point in your overall prospecting campaign. Voicemail helps you slowly but surely build that relationship with the prospect.
8. Know your goal for the call.
If you want to set more great appointments, then understanding what your goal actually is with the call is really important. Your goal is simply to set an appointment for a proper discovery conversation or, as I call it, disqualification conversation. That's it.
9. Be willing to piss people off.
Now, I know this may seem controversial, but you must be willing to annoy prospects. Of course that isn't the goal of the prospecting call. Of course, the goal of your day is not to piss people off, but you must be willing to accept that there are going to be some people who you're going to catch who woke up on the wrong side of the bed, who you caught them at the wrong time, and they're going to be annoyed and that's okay. That's okay. Give yourself that permission. Be willing to frustrate people and piss them off. Again, not the goal, but it is going to happen and that's okay.
10. They can't hurt you.
Remember, there are no bullets flying. There are no punches being thrown. Prospects can't physically hurt you. All they can do is maybe say a mean thing or two, and that's fine. But they can't physically hurt you so there is no physical risk involved with making calls. When it comes to phone sales techniques, simply letting go of your fear is one of the most crucial and effective.
11. You're interrupting them; expect pushback.
When you make a call to a prospect, there's a good chance that they're going to say something like, “This isn't a great time, can you try me back later?” or “I'm not interested,” or “What's this all about?’ You need to expect that pushback and have contingencies in place that allow you to break through that. If you're not expecting the pushback, you're going to get killed on that call. Expect that prospects are not going to be delighted to hear from you, because you're interrupting them. That's okay, but you have to be ready for it.
1. Leverage your calls.
Pure cold calls are dead. When I say pure cold calls, I mean calls where prospects have absolutely no idea who you are. These days, salespeople have so many tools in their arsenal that can help warm up that prospect relationship before ever getting on the phone.
2. Half of LI contacts give a cell number.
LinkedIn is one of the most under-appreciated places to get valid cell phone numbers to set great appointments. Because today's selling world is so virtual, cell phone numbers are the gold standard of ensuring that you’re actually going to get through to someone. Leverage LinkedIn to connect with your prospects, and take it a step further by looking to see which prospects share their cell numbers on the platform.
3. Call when they open your email.
This is a super ninja phone sales technique—and it takes a lot of salespeople out of their comfort zone. But if you use a system to track when prospects open your emails, then you can use that information to determine the best time to call them. And of course, the best time to call them is right after they open your email.
4. Have a script in front of you.
We tend to think that having a script makes us sound scripted, but that's not true at all. Being bad at using a script makes you sound scripted. Making a sales call without a script is actually the kiss of death. In fact, simply using a script is one of the best phone sales techniques you can implement into your phone selling strategy right now.
5. Personalize your script.
One of the most common pieces of criticism I get about using a script is that it's robotic and ends up making the salesperson say the same thing to every single person. But that doesn’t have to be true. You can personalize your script—and you should.
6. Minimize research between dials.
At my organization, we actually separate out the person who's doing the research from the person who's doing the dials. This allows us to be much more efficient. Now, you may not have your own personal researcher, and that's okay. But I challenge you to do your research ahead of time and put that information in some kind of document or CRM system—and then make all of your dials in a row.
7. Voicemail is part of your campaign.
There's a lot of hate on voicemail these days. If your goal is for someone to return your voicemail, then maybe it isn't going to work. But that's not necessarily the goal of leaving a voicemail.
In sales, the goal of leaving a voicemail is simply to get the prospect to realize that there's a real human being on the other end of the line; that there's a real human being who's been sending them those emails. Think of voicemail as another touch-point in your overall prospecting campaign. Voicemail helps you slowly but surely build that relationship with the prospect.
8. Know your goal for the call.
If you want to set more great appointments, then understanding what your goal actually is with the call is really important. Your goal is simply to set an appointment for a proper discovery conversation or, as I call it, disqualification conversation. That's it.
9. Be willing to piss people off.
Now, I know this may seem controversial, but you must be willing to annoy prospects. Of course that isn't the goal of the prospecting call. Of course, the goal of your day is not to piss people off, but you must be willing to accept that there are going to be some people who you're going to catch who woke up on the wrong side of the bed, who you caught them at the wrong time, and they're going to be annoyed and that's okay. That's okay. Give yourself that permission. Be willing to frustrate people and piss them off. Again, not the goal, but it is going to happen and that's okay.
10. They can't hurt you.
Remember, there are no bullets flying. There are no punches being thrown. Prospects can't physically hurt you. All they can do is maybe say a mean thing or two, and that's fine. But they can't physically hurt you so there is no physical risk involved with making calls. When it comes to phone sales techniques, simply letting go of your fear is one of the most crucial and effective.
11. You're interrupting them; expect pushback.
When you make a call to a prospect, there's a good chance that they're going to say something like, “This isn't a great time, can you try me back later?” or “I'm not interested,” or “What's this all about?’ You need to expect that pushback and have contingencies in place that allow you to break through that. If you're not expecting the pushback, you're going to get killed on that call. Expect that prospects are not going to be delighted to hear from you, because you're interrupting them. That's okay, but you have to be ready for it.
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