How to Succeed in Telephone Sales

There are many ways to succeed in telephone sales. The first thing you must consider is whether the telephone is the most appropriate way to close your deal. Make sure you really know what your client needs before talking about money. Secretaries must be kept well-informed, because their actions can make or break important deals. Training yourself and support staff in proper telephone manners goes a long way toward sales success.

Everyone who makes or takes a call represents their company and can ultimately affect its image. Conference calls are a good way to quickly offer your client the services of several members of your company. Faxes can be a quick way to disseminate information but also has caveats. Before faxing, know why you're doing so and what you want to result from it.

Always be ready to leave a voice mail if needed when making a phone call. Using the hold button should be infrequent and carefully planned. A salesperson's main job is to make that sale, and the key lies in the method of closing.

You can't make the deal without knowing exactly who your prospect is and what they need from you. The hardest work might very well be after you get that long-awaited "Yes." Some closings have to end with a "We'll get back to you."

Behaving appropriately no matter how frustrating the wait is could mean the difference between a hard "No" and a new client. A good salesperson knows how to listen and use what they learn to create a dialogue.

You must also learn how to interpret lack of responses to get insight into the bigger picture. Good notes can help the salesperson pay attention during a call and help when positioning for business. Once again, good closing skills involve asking questions and using the answers accordingly. Selling is like a row of dominoes - if one wobbles, the whole game can collapse.

You must articulate how you benefit your prospect to avoid a disconnected call. It is harder to position in telephone sales because of lack of body language, so the salesperson must pick up on vocal cues to succeed.

Realize that your prospect's objections usually have very little to do with you or your service. Objection resolution is a method that takes practice, and there's a fine line between helpful and insulting. Questions must be targeted toward addressing the prospect's needs without using an air of superiority.