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Seeking REAL sales advice


I've recently just entered into sales and am enjoying it and want to improve and make it into a career. At the moment Im telemarketing for a major telecommunications company and am seeking advice on techniques for improving sales performance.

Though I am new at this one of the things im struggling with is the crappy sales training we are offered. I admit to not knowing much, but we are taught to say things like "hows your day going?" and "how's the weather?" to build rapport. Surely people arent that gullible???:dun Anyway, while some of the stuff makes sense (i.e. assume the sale), most of it goes against my instinct and much of what Id rather do in a sale is just get to the point and offer tangible benefits and real savings.. I can do that part reasonably well enough but often lose because there is little emotion/urgency in my pitch. Can anyone suggest how I can add emotion to the sale without seeming phoney, or build rapport without asking stupid questions?

Also can anyone suggest a really good book to read based on effective sales/telesales practise? All Im interested at the end of the day is what REALLY WORKS, and would like to hear what the best have to say about it.

Ace - by sales_ace
Do you HAVE to use the scripts the company trains on? - by Frankie
Do you HAVE to use the scripts the company trains on?
There is no requirement to use the scripts we are taught, they are to be used as a guide to help newbies. They aren't much help to me. - by sales_ace
Sales Ace,

I agree with you on using 'how are you' and other meaningless questions to build rapport.

In the UK this worked in the 1980s but now people want you to get to the point of your call.

I worked for a major communications provider for many years as a sales trainer and manager.

My advice: Get benefits into the introduction. The most important line in your sales call is, the reason you are calling. If you don't get past this point it doesn't matter how good your other skills are.

Make the reason you are calling a massive possible benefit to the potential customer.

I say possible because you want to use the possible qualification for this benefit as the reason to move to the next stage of the call, usually the questioning stage.

You're basically saying - I'm calling because you could gain this benfit - to see if you can - let me ask you - and then into the questions.

I also agree with the question Frankie asked regarding scripts. I know from experience some of these scripts are wriiten by people that have never tried using them.

Hope this is usefull

God luck with the job

Steve - by Steve C
Read "High Probability Selling" which is perfect for what you do. The best to you.

MitchM - by MitchM
Steve C, thanks for the advice.

High probability selling is based on a consultative method right? I've tried this but had limited success trying to identify with people needs, ask questions, listen in carefully and offer solutions to problems. Generally people just don't want to know and don't care unless you have an exciting, confident sounding voice (i.e. hard sell). Seeming empathic and generally interested in offering a better deal seems to only get me shut down.

I'm sure this is not the case for all sales but it's not like we're offering a professional service, it's just mobile phone sales to persons using other providers, so I'm not sure a consultative based approach would work best approach for the type of sales I'm doing. Any advice? - by sales_ace
Have you thought about what your unique benefits are?

What's diferent about your service?
How can you package the deal to the prospect in a way that shows them what it will do for them?

Even if you don't have unique benefits what is your major selling point? If you were a customer why would you be convinced to listen to a salesperson with your sales message?

When you find the best benefits, get them into your introduction.
It won't always be price. You can't always be the cheapest, but you canmake it sound like you offer the best value.

Steve C - by Steve C
Generally our products are well known for being the most expensive in the country. O