7 Phone Sales Mistakes that Most Salespeople Make
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- Опубликовано: 4 апр 2017
- Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting": salesinsightslab.com/training/
KEY MOMENTS
1:11 1. Calling at 10am and 2pm.
1:59 2. Opening with "How are you!?"
2:20 3. Using the "Sales Voice."
3:05 4. Pitching on the phone.
3:43 5. Not focusing on them.
4:18 6. Unclear goals for the call.
4:51 7. No scheduled next steps.
Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
1. Call early
2. Don't ask how they're doing
3. Sound natural
4. Don't pitch during a prospecting call
5. Focus on them
6. Have a goal for the call
7. Make the next step
#6: Closing the deal. Now. One call close. Is there really any other "goal" for any sales call? It is and should always be to close the deal. Nothing else. And before anyone starts in with "you shouldn't pressure a client" you'll lose them: there is a MAJOR difference between urgency and pressure. Lay some real urgency down on this lead and give I'm incentives and reasons to uy from you. Today. Now. Good luck getting this type of lead back on the phone for another appointment when he's getting 25 other calls a day from your competitors.
On point #2 in another video you recommended a slight variation on the "How are you?" and that was "How's your week been?".
Well I am a fresher since I dont have any experience in a Telesales job but now I am about to start up a new career in this sector.So I am getting connected with such videos...
Starting my first sales job in over a year tomorrow. Thank you for the tips, very helpful. :D
Love the videos keep it coming.
thank you sir, your videos are very informative and valuable i appreciate your efforts. keep helping people
Thanks for your great advice!
Your videos helping are really motivational and refreshing.
Thanks
Good stuff Marc! Looking forward to the book....thank you sir!
One of the first honest comment I ever made on you tube .. bro I appreciate it and I will share this
Cheers
This is priceless advice
Thanks
Always educated,thanks bro
Great info thank you sir
I really appreciate your clarity and the steadiness of your pace - very informative, but not rushed at all. I was actually watching it to gain insight about how I might try to create brand awareness and start making sales in direct messages on Instagram. I've had a very difficult time finding anything at all with really relevant information about this. I'm trying to sell clothes I designed, so a meeting doesn't quite make sense in the context. Do you have any ideas about how I could do this effectively? I would appreciate it greatly if you help me figure this out.
Hi Marc,
I'm sure I've made all of these at some point! I'd like to add another mistake and that's calling to much.
This manifests itself in follow up after a sales visit. I'll relate it to one of my previous careers - the car business.
There are managers out there that believe you should call a prospect to the point of agitation.
So let's say I leave a message today at 930 am. They'll want you to try them back by 3pm. Then another call at 6pm.
Then the next day at 1030 and so on. What we really need is a way to provide value when we call so we're harassing people.
If the prospect isn't even going to make a decision for a month, why am I leaving messages like I'm desperate?
I'm giving a general theme here for brevity. And obviously if I know a prospect is about to drop anchor in the next 24-72 hours, I want to stay on his/her mind.
But bugging people is a low percentage play in my opinion. Your video speaks more to cold calling but maybe you can address this in a dedicated Follow Up Call video.
Anyway, you're awesome with an uppercase A. Thanks for such outstanding content.
Never stop learning...
Thanks !
Hello sir you're videos are awesome
When I call the prospect I tried to sell and I loose confidence...When I faced lots of questions and I loose hope and I try to call all prospects but didn't got any response from them..I want to master the sales
The " how are you doing " ! But it seems to work with me 😂.
Hi Marc! I really like your sales approach for phone sales. My problem is I am selling trade show spots to international clients - those that I will only meet when they have bought a spot, and have traveled to the expo. Thoughts?
Hi Marc, really like your videos!
I've been selling Energy for about 2 years now, there's very good money in it but I feel like I could be earning way more. One of the things I've learned from experimenting is the perfect pitch seems to be NOT to pitch. It doesn't work with everyone, but it does work 7/10. By making it sound like I didn't care too much it gave the customers a sense that I wasn't kissing their ass so the call must be important haha. I'm also British, and we sound way too polite anyway !
I tend not to ask "How are you" Because you're right, it's too brown-nosey from someone you've never spoken to. But I do have this annoying habit of saying "Sorry if I've pulled you away from anything, it's just a quick one" - It's the British apologetic habit that i'm struggling to kick.. I don't need to be saying sorry to these people haha, I feel like the repetition is maybe affecting my performance and making the job less exciting?
Sorry for the essay!
Phil Kasafir
He made a video before about one of the best ways to open a call, I use it all the time. Start out with "Hello ____, this is ____ with ____, did I catch you in the middle of something?" Or, "Did I call you at a good time?" "Is now an alright time to talk?" Something along those lines, it's a very non aggressive approach that lowers their guard and doesnt sound like a salesperson.
I believe that can work fine on a B2B approach. But many times when you ask that question you leave it open for them to tell you that they are busy when they otherwise wouldn't. I simply ask how are you doing in a relaxed sincere matter and it can continue the conversation like any other.
Maybe I need to try that, it seems so awkward for me though because while I do actually care how people are, they don't think I do.
As for my tactic, if they say they're busy, which doesn't happen too often, I typically respond with "Certainly ma'am, I've one quick question here. ____?" That way, if what I've prepared is what they're interested in, they'll typically want to continue talking. Works very well.
Mark could you please do a video on how you do a live prospecting call?
mark your video is very interesting and you always discussion new things releted sales tips and techniques please dubd in hindi also thanks
“Listen to the tone of you’re voice that bitch”🤣
the link to the book didnt work... (after i put my name and e-mail, that is..)
All of them
Haha. I thought I was a good salesman until I watched these videos.
Don't use how are you... :Gives no alternative...
Don't say anything or say "I hope you're doing well today". Don't put the ball in their court. Not only does asking "how are you" come off as "salesy" it allows them to say something which might very well be "we're all set, thanks" or just gives them an opportunity to raise their defenses.
I want to help
I used to say how are you 😀
fatma maatouk i still do till i watched this video 😎
Your E-book website is fake i putted my info twice and didn't received anything . But i like your video .
I even say how are you habibi
But I feel this job need more luck
What if I Am a telemarketer which sells over the phone? Meetings are not an option.
@???Q I'm not cold calling which i left out, my bad, i sell road side assistance services for the strongest company in my country which offers that service my routine is calling referrals from people which already used our services and are happy with them.
call me during lunch time, evening or saturday and I will tell you to call me never again. phone call over.
If a lead/ prospect is getting 25 calls a day and hundreds a week as stated in the video, forget setting a call-back or appointment with this lead or "scheduled next steps". You have him/her on the phone now, nows the time to be a salesman/ closer and do your job and not let him off the phone. Too many things can happen between now and the next set time you are supposed to speak with this lead --and none of them are good for you-- a competitor could close them, they could scrap the project / decide not to, have financial issues come up, wife or hubby talks them out of it, read bad reviews about your company/industry, etc. Lay down some real urgency ( HUGE difference between urgency and pressure) , qualify the lead, and spbq (soft point blank question) him/ her to determine if this lead is actually a buyer--TODAY. NOW. ON THIS PHONE CALL. If not--ask why not? Get objection and Overcome objection and re-spbq or get off phone if can't overcome objection and repeat this process until there ae no objections left/ you overcame them all or you encounter an objection you cant overcome which is/will prevent lead from buying today.
Your chances of getting this lead back on the phone with 25 other calls coming in that day from your competitors, are slim to none. " A call back is a crawl back" and "hang up the phone you're hanging up on your paycheck" are sales sayings that exist for a reason. Granted, for high ticket items follow up meetings or calls are crucial but since this is a video/ seminar about phone sales I don think Sales Insights Lab is talking about selling Roils Royce's or $10 million mansions over the phone. If you're a true closer, this process is second nature and a huge resource to save you time and determining a buyer/ non-buyer. Buyers appreciate a gentle nudge of encouragement and reasons/ incentives to buy now/ move forward with the project. Give them one. Or better yet, two or three. Ultimately, people hate shopping and buying (especially male leads/prospects) and an extensive drawn out sales process talking to dozens of salesmen every day saying the same thing. They want to buy now otherwise they wouldn't be a lead in your system/ industry. A buyer will allow you to lay major urgency on him, qualify him, ask probing questions, pitch him, and ask for a commitment/ the sale if everything lines up. A buyer will even sometimes allow you to hammer close him if he likes you and you had a good warmup and rapport. A buyer will stay on the phone with you now rather than calling back later if you give him a good reason to. Do your job and don't be a wuss appointment setter. Be a closer and never stop leveling up/ working on getting better.
I want to help
Hi.. I. M a sales person and selling heavy printing machine like canon production printing machines to printing units... Flex printer.. Old printing machine user... My question is how I should prospect
Should I call my market people in phone or get data fronm net and direct visit face to face from 10 am to 7 PM?
Wichita method is good..
I m confuse as recently join in this job
My only question is.. Should I get data with adress and visit without calling them in phone and vsit directly in area wise? Or first get data from net and call in phone then meet only interested customer