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Help in my sales calls

Hello,

Im doing telesales B2B to small businesses. We need to get the sale during the first call ( or reluctantly callback after sending faxes etc ) Our target is 2 sales per agent per day, and everyone seems to struggle to do this:

The Product:

It is a free service that gives businesses cheaper calls and line rental on their existing lines. There are about 100 different companies out there trying to get the same results and everyone has heard it all before. Our product does not go live automatically. We send out a welcome pack within 48 hours of the call, and get the line supplier to change the tarriff 3 weeks later.


A Typical Call:

This usually happens after getting past gatekeepers:

Me: Hello there, my name is Joe Smith from Telecommunications. We help small businesses reduce the price of their call charges and line rental through their existing BT Line without making any changes whatsoever

Would you be the person who deals with the telephone accounts?

Prospect: Yes

Me: Great, Do you have a BT line there sir?

Prospect: Yes and I dont wish to change my telephone

Me: Thats great, what we do is just give your business a free tarriff change through your existing BT line. No changes to numbers or a need to install other hardware. Its BT who still maintain the line.

Prospect: ( silent )

Me: Do you make local and national calls?

Prospect: A bit of both

Me: Okay, our tariff is 1.7p for both types of call, 10p to mobiles. We also give you 10% off your line rental. How does that sound?

Prospect: Im happy with what I am paying.

Me: Okay, let me ask you, do you know what your paying right now? 3.5p local, 6.7 for a national call?

Prospect: Nope, it doesnt bother me

Me: Well its a free service for small business like yours that will never have high telephone bills. Bigger companies are allowed discounts, so why pay over the odds for calls?

Prospect: Im sorry but I dont wish to change.

End of call...

How can I improve and get more sales. I am focused, have the right attitude and even when I close and inform them that we confirm everything in writing in 48 hours, they still go ' I dont wish to change ' or ' I want to see it in writing first '

Please help!! - by puttyshankleton
IMO, the scenario you described is quite common regardless of the product or service.

To me, when working with people the bottom line always comes down to "interest." I read your script as if I was a business owner and it did not catch my interest.

Are you calling "in the dark" or do you already know a little something about the prospects you are calling on? - by Bandit
100% cold calling.

What would be an interest grabbing opening?? - by puttyshankleton
Hello,


This usually happens after getting past gatekeepers:

Me: Hello there, my name is Joe Smith from Telecommunications. We help small businesses reduce the price of their call charges and line rental through their existing BT Line without making any changes whatsoever.
Your prospecting script (offer) is really fairly solid. If you are willing to tweak it a little, I believe you will start getting results.
Rather than "Hello there, my name is Joe Smith from Telecommunications." try this instead: This is Joe Smith calling from Telecommunications.
Always insert the word "calling". It significantly increases your chance of getting through to the right person. I can't tell you why. It just does.
Next: "We help small businesses lower the price of their call charges.." Substute the word "lower" for reduce. Customers talk in terms of lower prices. They don't use the word "reduce" very often. Talk their language.
That sentence describes your first feature. Always describe two features in a prospecting offer. Not benefits! When you are keeping your initial offer to a prescribed forty five words or less, you cannot describe benefits. The prospect will equate the benefits automatically if he/she is a probable buyer.
Next, I think that "without making any changes whatsoever" is probably a strong enough second feature. So you're OK there.
"Would you be the person who deals with the telephone accounts?"
Drop that question and simply ask: "Is this something you want?"
If they say "no", then say "good bye" and make your next call.