It’s strange for people not in sales to hear ‘talking on the phone’ referred to as skill, but for some sales people it’s their mightiest weapon, move over sword and the pen. There are so many factors to consider when making a sales call, even before you pick up the phone, and the odds are already against you when you consider the following…
· It’s often a cold call – people are less receptive to them
· You have less time to win over the prospect
· Many sales reps have a fear of making sales calls
So how can you overcome these obstacles? The following five tips on how to make a successful sales pitch over the phone can help.
1. Practice makes perfect
You are not going to nail your sales pitch on your first day on the job. Like anything else, it takes time to hone your craft, get to know your products, your customers, and learn how to identify which approach to take. The more you do it, the less you will fear cold calls and sales pitches over the phone.
2. Plan your sales pitch call
If you fail to plan, plan to fail. Before you pick up the phone to make a pitch, know who you are calling, review the information you have about the client, understand their most pressing needs, and have an understanding of the products and services they would benefit from most.
3. Keep it simple
Most sales reps use a script for a sales call. This is perfectly okay. Where they run into trouble is when they make the script too complicated. When you do this, it easy to get caught up in trying to remember your next line or pitch rather than listening to the customer and identifying ways you can help them.
4. Get to the point right away
Unfortunately, there is no shortage of people who hang up on you before you establish rapport. Therefore, you need to be direct, keep things brief, and get to the point. You can elaborate on key points and features to generate interest. Make a connection, and then worry about the pitch.
5. Your voice matters
You need to sound like a professional, and it matters how your voice sounds over the phone. A high-pitched voice may sound amateurish, and talking too fast, talking over the customer, and other poor verbal communication cues can make you seem nervous and unprepared. Consider listening to how you sound on the phone to look for ways to improve how you present yourself over the phone.
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