Over the phone sales can be extremely challenging but there are very clear and practical things that you can do to improve results.
One of the first places to begin when looking to improve selling over the phone is professional development. Sales is a skill and there are very clear things that you can do, or not do, and see an improvement in your sales effectiveness.
You could try to just learn through trial and error and figure it out as you go. But why try to reinvent the wheel when so many others have been there before and have figured out what best to do.
You can take advantage of all of the existing knowledge about what to do during over the phone sales by simply reading some of the experts books and information online.
Depending on who you are selling to, it may make sense to do some research prior to talking to prospects over the phone. If you are doing outbound calling, you can actually research the prospects themselves on social media.
You can also research a prospect’s business by going to their website to learn what they do and look for any recent news or events.
Use some form of a sales script
Many sales people operate without a sales script. And many actually see a script as a bad thing. The reality is that some form of a script is a powerful sales tool and it can greatly improve over the phone sales.
It could be as simple as a list of questions you should ask to extract information and powerful statements that you can make to effectively communicate what you have to offer.
Just like in a sporting activity, practice makes perfect. An athlete will not just jump into a game or competition without practicing. To the contrary, an athlete will practice over and over and go through drills.
You can do the same thing when trying to improve selling over the phone. Practice your script and your responses so you are prepared when you are in the game.
If you are doing outbound sales, the number of dials that you make can be directly correlated with your results. As result, by simply making sure that your activity levels are as high as you want them to be can improve over the phone sales.
There are some simple things that you can do to optimize activity levels and those include scheduling phone prospecting time, decreasing multitasking, and tracking progress.
From a technology standpoint, there are some more advanced things that can be done to increase activities levels like using a phone dialer and email automation tools.
The last thing that we will outline to improve over the phone sales is to embrace a step of reflecting back. If we reflect back quickly after a call ends, we can try to identify what went well on the call and what could have been done better.
We can look at what objections the prospect gave us and how we responded. We can see if we asked the best questions or if there were any that we could have added. This easily overlooked step can greatly improve results moving forward.