Telephone Sales – Building Beliefs Essential to Success
Positive belief has a direct impact on everything we do in Telephone Sales. It will increase our motivation to achieve higher sales results and our drive to perform well on each telephone sales call. It will improve our skills and abilities with each potential customer. They will HEAR that we believe in our products, our Company and ourselves. It will increase our sense of achievement and job satisfaction. Above all, it will increase the number of sales we achieve each day, each week and each month.
The Power of Negativity
Telephone Sales can be a tough game, monotonous, boring – even frightening! Whether it is incoming or outbound sales, telephone sales people are hearing negatives all day long, I am not interested; You are too expensive; I like your competitor; and worse!
Pretty soon the negativity gets inside the Sales Person, and deeply embedded in the Sales Team. They feel – No-one will ever buy from us; These prospects never buy anything; our products / services are no good anyway; our prices are far too high; we are working for a rotten company; and so on.
When this happens, sales go down dramatically, and personnel start leaving. The low morale feels very powerful within the Team, it feels like something that cannot be changed. But it can!
The Positive Belief Force Field
How do we turn it round? We create a positive force field round ourselves and our Team. Negativity is powerful and comes from all directions. It is like a multi-faceted force field. We cannot combat it with a new monthly incentive. This would be like throwing down a grain of sand to hold back the tide, it will not work.
Every good telephone sales person or sales team builds their Positive Belief Force Field. They identify each essential positive belief that is necessary for them to sell successfully. They work actively at protecting and increasing each positive belief, thus creating a protective, positive force field round them as they sell.
The Positive Beliefs critical to Telephone Sales
These positive beliefs are –
1.Belief that Prospects can and do buy. This is belief number one. If I do not believe they will ever buy I will not try to sell. People really do buy insurance, cars, cleaning products or whatever. They are definitely going to buy from some sales person. This will be either you or a competitor, but they are definitely going to buy. Collect stories, facts and figures that reinforce this message.
2. Belief that my product / service is of value and that it is worth buying. Good sales people have to be able to make themselves believe this fact in order to sell successfully. They gather positive evidence, learn every strength and benefit of their products, talk to Customers who are happy with their product and they do everything they can to see the value of their products. They walk positive, talk positive and do not let any negative thoughts take hold in their heads.
3. Belief that my product / service provides good value for money. The good sales person gathers evidence to confirm that the price of their products is fully justified. They get really comfortable knowing that we are worth every cent of this price. This belief requires constant effort and doing real research that shows the value of our products against our competitors.
4. Belief that success in Telephone Sales is about skills rather than luck. This belief is critical to keep the Telephone Sales person motivated and continuously improving. The evidence that will support this belief are things like ‘war stories’ from the good sales person, new skills or techniques that are tried and found successful, Team workshops on our approach and techniques with customers etc.
5. Belief that I am good and that I can sell. This is a personal self talk issue and every good sales person must work on this every day and every week. The best of the best can look so confident and perform so well but they have their moments quaking in the wash room! What they do have is the skills to build up their own confidence. They tell themselves they are good, they are worth listening to and they have the skills to lead the prospect through the sale. Each will try different techniques each week to build this self-belief. Work with your Team members to share these ideas.
It is really important for each sales person or sales manager to work brainstorm ideas to build positive belief. It work wonders on the bottom line!
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Help answer the question about telephone sales techniques
Customer Service Resume needs help?
I'm looking to send this resume to employers for a customer service job. I've tailored the experience in each job to highlight skills applicable to CS positions.
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Objective
To use skills gained in Sales/Customer service in a Customer Service position
Summary of Qualifications
•Extensive experience in servicing customers, both in-person and by telephone, in the sales and food service industry. An independent self-starter.
•Superior communications skills in dealing with customers, co-workers, and employees. Both verbal and written skills are strong.
•Well-organized and highly efficient working in a multi-tasking dynamic environment. Ability to plan, organize, and supervise the work of others.
•Knowledgeable and experienced in computer operations. Possess a strong history of experience in a variety of operating systems
•MS Word, Outlook, Powerpoint proficient, typing at 90 wpm
•Generated weekly reports for management
Employment Related Experience
Barista, Starbucks Corporation
•Sparked revenue through sales techniques
•Accurately maintained cash resources by computing sales prices, receiving and processing payments.
•Demonstrated excellence in service and hospitality utilizing invaluable interpersonal communication skills
•Effective when working under pressure and manages time efficiently
Head of Shipping, PandJs Oddities
•Packed, wrapped, and shipped items sold on home-run eBay store
•Managed customer accounts, provided commission statements
•Provided stellar Customer Service
Sales Associate, Raymour and Flanigan
•Mid-range producer with track record of success in highly competitive field
•Maintained/Exceeded company-set goals each review cycle
•Generated leads by Cold/Warm calling, promoting sales
Education:
Diploma, Regents: Millbrook Jr/Sr High School
National Honor Society Member
Bachelors, Music: New York University
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The problem is, I was fired from Raymour because of inappropriate language in the sales office. This is a big experience job for me, so I don't want to take it off the resume, but I feel like when asked, I tell the truth, but it does me harm. Also, I didn't graduate NYU, but left after 3 years. I don't know what to do, because I feel like I'm not getting jobs!
Thanks, everyone
About Author
Kate Tammemagi is a well respected Telephone Skills Consultant and Trainer with Focus Training. She has extensive experience designing and delivering customized Telephone Sales Training Courses and Telephone Skills Training Programmes.
Really great advice. I have used it and my business is growing !!!!
Below are several links on cold calls. Hope this helps !!!