How to Sell on the Phone in Today's Market
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- Опубликовано: 22 июл 2024
- 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/
1. Have a script for all of your prospecting calls.
There is nothing more frustrating to a prospect than when a salesperson fumbles through a sales call without a clear objective. One of the best phone sales tips out there is to use a script that lays out exactly how you will open the call, what you're going to ask, and how you will close the call. No more winging it. When you get a good prospect on the phone, it’s a knucklehead move to just wing that call. Script the hell out of your sales calls-even those that aren't cold calls.
2. Take risks.
For some reason, salespeople live in fear of calls. It’s as if the prospect will be able to reach through the phone and stab us in the eyes-that’s how scared we are of picking up the phone. But they can't touch us, and they can't hurt us. And you know what? If you screw up a call, so what? Big deal. It doesn't matter. The prospect won't even remember next month anyway. Be willing to take risks with your calls and if the prospect is being wishy-washy, call that person to task. If the prospect tells you to call back next month, ask, “Are you just trying to get rid of me, or do you actually want me to call?”
3. Don't just use the phone.
This might seem like it goes against all the other phone sales tips I just shared with you. But the truth is, the phone works best in conjunction with other powerful sales tools. When you call a prospect and you don't get through, it’s time to leave a voicemail, send an email, send over a package, and then call again. In fact, planning out your entire prospecting campaign is going to make your sales calls that much more effective. This way, your prospects are going to know who you are by the time you actually get them on the phone.
4. Call high.
If you’re going to make hundreds or even thousands of calls per month, investing countless hours in the activity, do you want to be calling the decision maker or just some lemming who’s going to have to ultimately pitch you to the boss? It's time to call high. Whoever you're calling now is probably lower level than you really should be calling. If you're calling managers, start calling directors. If you've been calling directors, start calling VPs or CEOs. The higher you call, the more you maximize your return on those calls.
5. Call early, call late, and call often.
Now that we've established that you're going to call high, the question is, how do you actually get through to that person? And the solution is simple. (By the way, I want to make a disclaimer here: 99% of readers will ignore this tip, but the 1% who implement it will make a lot of money.) High-level prospects typically work from 7AM to 7PM. In fact, many work from 6AM to 9PM. The data shows us that almost all CEOs work a few hours on Saturday. But when do gatekeepers work? Nine to five. Maybe 8:30 to 5:30 if they're workaholic-type admins. The bottom line is that when you call your high-level prospects early and late-and even on Saturdays-they are there. And best of all, their gatekeepers are not.
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/
After 30 plus years in the hospitality industry, I was hired as an account executive...during COVID. Your tutorials are so helpful
How’s it been going Kevin?
My fave is to call early and late even if they have their line headed to v.m. You never know and if they pick up, it could a jack pot. Use all of the tools at our disposal. Good video.
High level info and techniques youre giving for free, gratefully received. Big fan! Keep up the awesome job Marc
What a crisp and clean presentation of effective prospecting! Thank you so much for this! Cheers
The best tip was call high.
Call very high.
Now I can't be sober again
I admire you
Thanks for your advice
You are tottally right we need to have a script to open the call to sound more confident and reliable as well
I have been in sales now for 6 years and have done pretty good, however it seems I should be doing much better. I have no fear of people or picking up the phone but was always anxious before each call (what was I going to say how was I going to introduce myself, which questions should I ask, etc. ) I am not sure what had me on RUclips today and on your video but the best tip was (Have a Script for every call) wether its a cold call, referral, etc. I use to be a recruiter and I had a script and questionnaire script I followed for each call (15 years I did this). Also, Your video was engaging, easy to understand, you had a great way of delivering the information without sounding scripted or delivering the info in a infomercial type manner. I would actually attend all your video webinars as I usually register for other webinars but never attend because the speaker has some personality characteristics that ends up bugging me. You have a great presence when speaking that allows an individual to feel confident and eager to use your tools and process. Look forward to more of your webinar and videos. Thank you!
Wow that's an amazing reply ❤️
Your tips are super amazing and awesome as a newbie to cold call. I'll try this out
Thank you so much love from Nigeria
Calling high is the best advice in the video I thought. If you're not talking to the man calling the shots, you're not talking to anyone.
Best tip.. call btw 7-9 am. 5-7 pm
haven't tried it but this sounds like a great idea.. the decision maker is probably in early and stays late..
@@mattmarkus4868 Trust me, it works way, way better, I improved around 60% on my results by calling 7-9am and 5-7pm
And get sued for violating the TCPA, most likely.
@@carloscampos4815 are u still doing it right now?
@@coyote520 what?
I love the last tip! I found that so true when i was a Sales Rep
Thank you. You gave me confidence. I'm preparing my scripts.
I just watched it many times thanks so your help, actually it's the best video I ever seen
Thanks
All aspects ..bro..
Thank you for making such a informative & wonderful video
thankyou . im preparing my self for other opportunity that comes my way 😊
I love the call early and call late. Thank you
Im telemarketing agent for over 5 years, high quality headset does really help to have a good conversation and closed a sale to customers.
Awesome job dude! High quality helpful info
I really enjoy the gate kepwr tip. Calling between eary to late. Inhad this guy string me along saying he was interested but I can hear him running through his office. Mutter he was late for work.
Appreciate your content its Great!!
One question: What if a client says, we are not available this month call them next month???
Good video. Can you do another video about having high level communication mindset when talking to big decision makers. The differentiation of rookies (like myself) to the elite communicators (you).
Thank you for the knowledge my friend
I thought clicking was going to get me a free ebook. Instead I got pitch to sign up for seminars.
I have to take this back. The PDF did arrive.
GREAT tips Marc....thanks for that!😄
I like the idea for getting through the gate. Call early, call late, and even on Saturday.
Very helpful video. Do you have a video with online sales tips?
When they tell you, "call me next month," I always ask "What will have changed by next month?"
your needs, the amont of money you have, even your mood by the time they call again
Yep, sounds better. thank you Valerie!
@@sergiobretonmba5225 lmao that's what you say?
last tip i found awesome .. thank you sir
Call early call late call often was wonderful 💖
Firs of all thank you for this valuable information, i find all if them important but among all i think scripting and engaging with decision makers are the most important for maximising tge sale volume.
Thank you once again, could you make video on how to develop a powerful script.
Great lesson. I love the last tip most.
I tell myself it’s a family member and treat every call like its the first
Same to me...
Sand
I have a question 😊 I work in a call center and provide promotional services to different businesses in Canada and USA. Whenever I make a call mostly people say we are not interested in promotion so what's the perfect reply according your opinion?
i love your commenting Media advice
Are you saying it’s best to call prospects before 7am in the morning and after 7pm in the evening
The last few tips is what I need to implement , more hours and more persistence .
Just subscribed to ur chanel. Awesome stuff .. please guide how to make pitch?? Thankyou
Hello Marc, u r messiah for sales people like us. I want to understand the prospect gives a meeting likes the product and still avoids from next time u call. What should i do now? Why the person who have shown interest in us is now shying away from our services
All the tips are very useful for me tysm sir😍😍😍😍😍😍😍😍
Bro!!!! I love your voice, no homo. During the video you maintained the prefect tone in your voice! I love your use of body language as well. Keep it on man!
@Ernesto Amigacho he said " no homo "thats a license to say something good about a guy without being gay.
People who need to say "no homo" to assure they fragil masculinity 😂
Reaching out to decision makers is it easy ? How do u get their direct numberz?
Everything makes sense except to call high, how do I get the leads? Their phone numbers are not listed anywhere.
The last tip was helpful. Thanks!
Has any downloaded this ebook? How was it?
This guy is a genius
I found 2 tips which are very usefull and productive
1. It is a nice way to get rid of me. Yes most of the people as an excuse they will give a specifice time or date for call back which never works out and they forget . By using this phrase there is a way we can break that objection
2. The time frame to contact the potential clients. Ofcourse CEO'S and VPS won't answer or speak with us. During their leisure time only they will answer. I really liked the tips which he mentioned in this video.
Thank you for your videos
Its my first time that i saw your channel. It's really attractive and good. But if you have a chance i want to ask you question, and that is: in the business world some times some of my competitors are calling me and then they pretending like my clients to get more information about our company, what advice did you give us? Thank you so much.
I loved 7to 7 ..and you using gatekeepers :)
Sometimes the biggest obstacle is getting past the 'gatekeeper', so one must ask to speak to someone else in another department to get to the VP/CEO
How do we get names of CEOs and VPs when they are not in the web page of the company?
Frank
It was very helpful..the last point was the epic. Its damn true.
Youre.amzing keep up with the good work
Great
Content
Thank
You
Marc
Script
Be brave
They cannot hurt
Take risks
Work with other tools...email, text
Call high status
Just do
It may take 2-5+ call attempts to reach the business owner or executive. You can speak with practically everyone if you persist enough and have a good initial approach for the gatekeeper to actually patch you through.
I'm going to start sales and marketing job so I need the help for qualify interview
Your suit is just fabulous with that button down shirt
Loved it
That last tip was a 💎
Defenitely calling early has worked for me in various verticals.... Honestly had a decently warm lead that I couldn't get a hold of until 815 this morning.... This shit works
Good info. I'll start tuning in more. Thanks
A prospect is often confused as a lead. A lead is an unqualified contact. Any potential client or customer you meet that hasn't been qualified as a prospect, is a lead. In the sales process, you gather leads first, qualify them into prospects, and then move them through your sales funnel or process
Hello Marc, and everybody!
My question is: IN WHAT INDUSTRIES or situations do you think sales executives, freelancers or entrepreneurs can benefit the most from selling on the phone?
A little insight from my profile: I sell packaging to food and industrial clients, like Autozone, Coca-Cola, Home Depot, HEB Grocery, and KFC restaurants. We still rely heavily on cold calling. I would like to start doing some sales consulting on my own, soon.
Hey Marc, i love these videos. I'm new to sales and also the sole representative for the company. Yikes. What tips would you give for trying to get in touch with the decision makers in the first place? Also, how well would you say these tips hold up for international sales? Especially in east asia...
Hi Kole. Looks like you need a systematic approach from the scratch. I know this might sound weird, but I'm creating a new digital platform for business owners or sales people that didn't have experience with sales and you can get FREE access if you fill out my survey. I might even schedule a call with you to help you out a bit :) Take care.
www.insalesacademy.com/survey/
I LIKED IT SO MUCH
Question.... How tp get the CEO's direct dial phone number? or email?
Call twice make sure u leave a message and being comfortable shows confident and maturity....#monolife
THANK YOU Marc I liked 4, and 5 I like talking to Gatekeepers cause they can set me up or tear me down. but I usually have a question for them, regarding my product. For instance I sell travel, so ask Gatekeepers: do you ever get a travel reward or incentive in your workplace. There answer will do two things, their verbal re sponse will tell me, I think, if that might be not respected or available
but also may tell me the gatekeeper would like that possibility, plus I get their name. so " Hi Mr. Owner, in Talking with Susan she likes me product....had some success with that, but just starting.. Aim HIGH super... Ball early , late and often...THANKS AGAIN , Peter
great advise , use your phone when no one is using these days.
NO FEAR!
sustain your energy throughout the call
always prepare a script before call
Call High - Call early or call late- Getting top level people over phone
Useful tip was call early or late to get big high client...
Take risks , call high, call early and call often.... Thank you
2:45 Call high! Wall Street has been doing this for years
Can I get a job sales rep without experience
When he said “call high” I immediately though he meant as in smoke weed. I didn’t realize he meant call someone high up in the decision making chain 😂
This comes off as a copy of GC. He has a vid almost the same made two years earlier.
I.e. saying phones are the best, intention, using more than just the call, doing more work (10x).
Question
I'm a sales engineer, we call purchasing staff of the company to sell our product, because we're selling a tech product.
You say call high, should we call the director of the company?
Aktsar Abdikar you call whoever makes the ultimate decision (the UDM) some companies you call it could be the director, some the GM some head of purchasing but it’s best to start high as possible and find out from them who’s decision this will be.
Yes call the director.. speak to the deciding authority
Nice information here. It gives massive value.
I have videos like this as well. You can see my channel for more.
This is awesome
#colourfyeventplanners
thank you ..call early or late
Good shit
After asking this question customer says i need a time I will talk to some body.
Gate keepers in 9 to 5 I could work with that at my job I couldn't tell you the number of gate keeper rejections we get
Best tip is call early, call late.. because the target prospects should be always high level
I tried calling high but I couldn’t stop laughing
Well, if we are gonna call them early or late, what are we gonna do during the day ? Research? Haha. They would fire me if I only do calls before and after working hours
Great!!!
Nice jacket
Using this tool in 2022
Best tips ever! Thank you. Carol, SA, Durban-Tongaat
Carol Tobo can i get in touch with you？
@@yaolongdu1425 yes, 0720219155
Carol Tobo call you directly?
Carol Tobo if you could just give me a Whatsapp or face book number that would be better
@@yaolongdu1425 0720219155
I like the step of taking rusks! I will put this to work in my line of work!
Can someone help me, when you’re selling shares through the phone and they want to buy how do you get the money or how do they buy shares?
Moe Hoj ask them to open trading account in your firm first
Your company should probably have told you how that's done, no?
Yes, the good old natural phone is still the most powerful tool in terms of distance. Thanks for sharing.
Call early. Call late The gate keepers aren’t around. That’s good
Valuable
Hey how do I get costumers numbers?
rahul singh Try ringing fancy dress shops.
whats lemming mean? (en español obvio, gracias :3)
Follower. (sorry it's in english)
This is amazing. Sales people should watch this.
What razor does this guy use😂