Selling over the phone pdf

Selling over the phone requires excellent phone skills. Mike is like many agents i talk to everyday, in the field doing presentations facetoface, grinding away driving from one appointment to the next putting not only miles on his car but stress on himself. On wednesday we dive into some of the most important elements of. Andy preston provides top tips for selling over the telephone. How to sell life insurance over the phone career trend. A comprehensive guide to talking to prospects on the phone. In this post, ill provide you with a few great tips for selling anything to anyone in 2020 and beyond. Therefore, we were engaged with more accounts and developed a larger pipeline.

I was reading an old sales training book a few days ago, in which the writer made the. This absolutely up to date second version of selling to anyone over the phone is the salespersons preparedreference information for producing the sort of product pleasure that may guarantee callbacks, partnering with gatekeepers and choice makers utilizing charactermatching methods, and usually boosting success charges. The more time you spend on the phone selling, the less time youre going to have for. The psychology of selling the art of closing sales.

Use a highquality headset to allow you to talk with your hands. Cold calling tips and million dollar sales prospecting secrets. Phone selling 2 there has been a shift in the industry from face to face selling to phone sales. Before your team even picks up the phone, make sure they prep for the call. The point is to be proactive with new contacts on a daily basis, which is entirely possible if you make it a priority. There has been a shift in the industry from face to face selling to phone sales. Even though youre limited to just verbal cues no body language, the most important benefit of selling over the phone is the time savings. Final expense facebook leads and tms are financially the best leads for this type of sale. The secret to building rapport is to embrace the role of an advisor. In this article, we take you through the key aspects of training objection handling, which will help your agents to improve their selling over the phone. Unlike face to face selling, where you can see someones body language and interpret it, selling over the phone is limited to purely a persons voice. It is too common for an agent to hear an objection and then go into a defensive mode, launching lots of unnecessary information at the customer.

If you desire to close the final expense sale 100% over the phone send u. The same principles that apply for facetoface selling, is applicable for telephone selling. Selling to anyone over the phone kindle edition by walkup, renee, mckee, sandra. In particular, he says, selling over the phone was especially difficult and he found himself often stammering or stumbling over words when a customer asked him a question that caught him off guard. Reasons to specialize in the final expense market more effective selling process. You can learn a few simple techniques that can be applied to any sales situation, whether youre selling a product online, over the phone, facetoface or even in an interview. Lloyd lofton 2014 medicare supplement phone sales script 8657767632. Click download or read online button to get selling to anyone over the phone book now. Since each states insurance department is different, it is necessary to check with your local office to ensure no regulations are being violated by conducting business over the telephone. Not only he is a two times tedx opening speaker, hes also an international best selling author of over 12 books and the host of shoulders of titans show. How to sell a competitive product over the phone tenfold.

Business has been the root for lively hood making since ancient ages, may it be barter system, or the advent of money in all forms, buying and selling have been 2 integral parts of the human life. For anyone to buy from you or take the action you want, they have to see you as someone who knows what theyre doing. Sep 23, 2009 prioritize and manage their time so that more of it is spent actually selling and more. Phone scripts should sound just like you do when you talk casually. Always address them with their correct name, and with the right company details. How to sell anything to anyone in 2020 brian tracy. How to sell better over the phone salesforce search. The initial goal in selling is to find out why, and under what circumstances, the prospect will buy from you. Once you get inside the door and create rapport, you get into five, the fact find.

Here some of our practical ideas for how to sell over the telephone, which will help you to be confident and natural, listen more, avoid assumptions and keep it interesting. Thank you for downloading this free pdf version of 101 ways to succeed in selling by greg gore. While each has its benefits, there are many aspects of persuasion that are lost when having a conversation over the phone. Projecting a professional image is one of the keys to professional selling. Whether youre selling over the phone to an unending list of phone numbers or you have to close a deal with a big client, it takes special skills to sell effectively. For 100% final expense insurance phone selling it is best for the prospect to be close to your office so you can always meet for a brief moment facetoface to pick up the check. How to sell a competitive product over the phone according to smart calling author and business by phone inc. Walkup selling to anyone over the phone by renee p. Have all your selling sheets and product tips in front of you, either in a binder or on your. Tell customers how connecting directv to the internet provides the best tv experience. How to effectively sell over the phone quick and dirty tips.

Usually morning is better than afternoons, but after hours. Selling to anyone over the phone renee walkup, sandra mckee on. When selling over the phone, you must establish credibility, authority, and expertise. When it comes to selling final expense over the phone, you must be dedicated and committed. While we present some practical contact centre sales techniques, along with examples.

Selling products or services over the phone is one of the most popular forms of pitching, but dont let that fool you into thinking its the easiest. Selling over the phone is an entirely different experience than selling in a facetoface setting. This part describes the requirements associated with the two primary ways lenders transact business with fannie mae. Callers answer the phone with some sort of greeting and an offer to help. All of the ideas below are the result of my experience and the results of thousands of phone conversations. Download it once and read it on your kindle device, pc, phones or tablets. Automatic phone dialers, voip voice over internet protocol and electronic applications now allow agents to prospect and sell from a single location all over the us. But it also means coming up with a routine so that youre comfortable and relaxed on. This means coming up with a general script or talking points. Over educating the prospect when you should be selling. Download selling to anyone over the phone pdf ebook. Those smooth, polished, convincing phrases work in a brochure or even an email, but spoken out loud they will stilted and artificial or worse, slick and salesy.

The art of salesfu 10 steps to selling anything over the. As you write the script, stick to words you use every day in normal conversation, including pauses, sentence. Selling over the phone will be easier than ever before. Selling to anyone over the phone download ebook pdf.

Then you are in the sales process which we wont be addressing here. The art of salesfu 10 steps to selling anything over the phone 19 network marketing company, but in either case i was selling vitamins, cleaning supplies, makeup, and groceries from a catalogue. The customer will not be able to see it, but they will be able to sense the warmth and enthusiasm in your voice. Selling over the telephone may lead to the closing of a sale or leading to an opening for a presentation and possible deal. We suggest putting in 45 hour weeks, for the first 90 days. Selling life insurance over the phone video training. Otherwise, you will lose credibility in the eyes of your client, and will be unable to regain that, especially over the phone. As a phone representative, you have one of the most difficult sales jobs that there is. Use features like bookmarks, note taking and highlighting while reading selling to anyone over the phone. The phone is probably the most used tool in modern business. Gerhard gschwandtner, founder and publisher, selling power. To enhance your phone sales presence in order to sell better, use the tips below. In the late 90s there was a minor online presence but the business was all still grown primarily with presentations done in someones home.

By giving agents a process to follow, they can set a tone more likely to create customer satisfaction and sales, concurrently. Confidence is vital, whether the call is inbound or outbound. The more calls a group of sales agents can make in any given period of time, the more products and services best practices in phone based sales using a webhosted predictive dialer to enhance telesales effectiveness when a robust predictive dialer is in place, the call. Even if you have a list of prospects prepared, the key to making a sale over the phone is the volume of calls. Selling life insurance over the phone video training youtube.

Because the salesperson in the store, online, or on the phone is a primary. Its amazing how much energy youll put into a phone call when you can see yourself. Pdf the psychology of selling the art of closing sales. Keep a mirror on your desk to allow you to see yourself talking. For some people, it pays extremely high money, and there is a reason for that. Professional telesales skills total success training. Selling over the phone has got to be one of the hardest, but most rewarding jobs you can learn from. That can be over the phone, by email, or via linkedin, she says. No matter how many times a person hangs up on you, tells you theyre not interested or lets your call go straight to voicemail, youve got to keep dialing. Combining an accessible text with clear graphics and stepbystep processes, smart selling on the phone and online will help any rep master the world of sales 2. You can cover a lot of ground over the phone, letting you engage with more accounts and build a larger pipeline.

Final expense telesales selling final expense over the phone. As you get better at cold calling, you may find that you have to make fewer calls to get enough appointments to meet your sales quota or even to exceed it. Apr, 2016 as a sales person, you know that when your sales activity needs to be accomplished over the phone, its a whole new ballgame. In addition to verbal effects, nonverbal cues such as body language also translate well over the phone. What are the best books out there on selling over the phone. Final expense facebook leads and tms are financially the best leads for this type of. If youre someone who currently is selling over the phone to make a living, then my guess is, you want to get better. The following pages are an exact duplicate of the book. They must always have their crm open and inventory accessible. Ill admit, some of the digital marketing strategies are a bit over my head.

He is a highly respected business expert whose passion is to teach people and businesses how to expand, regardless of economic climate. Top tips for selling over the phone march 01, 2015. In this article, andy preston offers his guidance on how to sell over the phone, and we present our call centre sales techniques, with examples and commentary. Set aside enough time to get into a rhythmat least two hours per block. You can learn a few simple techniques that can be applied to any sales situation, whether youre selling a product online, over the phone, facetoface or even in an interview in this post, ill provide you with a few great tips for selling anything to anyone in 2020 and beyond. Sep 30, 2019 from fashionconscious teens to savvy soccer moms, the need to customize, personalize and customize your cell phone is a strong market. Walkup and sandra mckee is a good book that suits your current needs. If you dont believe in the product youre selling, each time you pick up the phone, youll become increasingly unconvincing and robotic. Buying life insurance is a big decision, so with everything else being equal, prospects will buy from someone they feel is a trustworthy expert. Prioritize and manage their time so that more of it is spent actually selling and more. The one secret to close more sales on the phone youtube. So before you get started, you need to get yourself in the right state of mind.

Most of the selling strategies in this article are still effective when youre selling over the phone, but you can use these. Much of the sales advice also translates to inperson life insurance sales. Not all states permit the selling of life insurance policies over the telephone. Read on to see how to sell over the phone like a pro with 3 tactics only the best sales reps use. The number one reason for our success was we became more efficient. Selling to anyone over the phone by renee walkup overdrive. Cold calls can be intimidating, especially if youre unprepared. Missing from the sales and service model, in many companies, is the. Top tips for selling over the phone call centre helper. Many of the times, it has been believed that the readers, who are utilizing the ebooks for first time, happen to really have a tough time before getting used to. Selling over the phone is, simply put, a game of numbers. The extra care and diligence you take with your customers will pay off in the long run. Also, i found that with a good script in hand i all but eliminated all of my phone anxity and started to love selling on the phone. We all know how different selling over the phone is compared to sitting face to face.

Like me you may have been made to believe that you couldnt sell your products over the phone but, of course, that isnt true. The more potential clients you reach, the more sales youre likely to make, but this doesnt mean you can ignore quality in favor of quantity. Some of my tips may sound ridiculous at first, but just try them and youll see that they work. A read is counted each time someone views a publication summary such as the title, abstract, and list of authors, clicks on a figure, or views or downloads the fulltext. Way too many agents feel the cold breeze between themselves and the caller and fail to even try to up sell. Three, you then get on the phone to call this person so that you can four, set an appointment. Smart selling on the phone and online smart selling on the phone and online is a comprehensive guide for any sales executive who needs to penetrate the corporate fortress to.

To help convert phone calls into jobs more easily, he worked to develop a script that he could fall back on as a template for the conversation. Even more practical techniques to sell over the phone. This site is like a library, use search box in the widget to get ebook that you want. Please share this pdf file with your friends and colleagues. There is nothing quite like irritating someone because you called them laura instead of louise. One technique to keep in mind is to smile when speaking. Being in front of someone is the most effective way, but it is very expensive and can cost as much as 8x more than a call and almost impossible to scale out horizontally because of the time it takes to travel. Insurance online and sell over the phone pdf by jeff root image not readable or empty gambar0692755772. My goal is to simply help you become a better sales person. Excellent products with generous underwriting people who are in fair to good health for their age are acceptable 2. Use a variety of communication techniques in selling.

Mail, email, sms, etc and then follow up with a phone appointment to get the application. Keep reading to learn how to sell over the phone, plus my cat framework for mindset mastery, which is key to real success as an sdr. Jun 04, 2015 getting the most out of each phone call. We also found that sales meetings by phone took far less time than inperson meetings. Talk with your hands, as it allows you to convey more energy in your voice. This means that you will follow the same rules like providing product information, handling objections and closing. Unl eash the power of directvs most advanced receiver by connecting your genie hd dvr to your highspeed internet. Tired of the grind, mike tried selling final expense over the phone. Make sure you follow up on the day and time you say you will. Selling products or services over the phone is one of the most popular forms of pitching, but dont let that fool. When selling over the phone, you need to know basic facts about the prospect. Cold calling tips and million dollar sales prospecting secrets author. Selling to anyone over the phone does this by teaching readers how to ensure callbacks, build trust, partner with decision makers, and use personalitymatching techniques to build connections with and relate to people they cant see facetoface.