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When you're cold calling or telemarketing, is it YOU that is calling or YOUR COMPANY that is calling? The fact is that the minute someone picks up the telephone and hears your voice they immediately know which it is. Whatever they feel, it will dictate the success of the phone call. If they ponder for any given moment that it is a sales call they will either shut down, reject you or leave you hanging. Have you ever wondered about why that might be? If we listen to a person calling us and we can detect a sales script in their hands we instantly know we're being brought down a process in an effort to close us. Closing the deal is an important goal. Yet, the problem is if we are using a script it can often give away who we are and what we are trying to do. Furthermore a script is a blockage to creating a sense of reliability and trust with a prospect. The sole purpose of a call on the telephone should be to allow the whole truth come out. The truth about whether or not the prospect has a problem or issue they need help solving. However, if you're making use of a script you had better be careful, as it probably feels awkward for you and more especially the listener. It's turning YOU into someone you AREN'T? So before you start calling you have to ask yourself Who am I and why do I want to make this call? If your answer is just- to make the sale! You're going to experience a hard time connecting with that person. Hence why not answer truthfully and say I am making this call because I want to help somebody. If you can come from this frame this will be reflected in your voice and your success rate will subsequently go up because other people will listen the care and concern for them. The following is a checklist of things that you must look out for in your script just to make sure that you are coming across as YOU. 1. Over Enthusiasm - Are you calling in your ordinary voice or do you find that your tone gets filled with energy when you talk to a prospect? Enthusiasm is good but be careful, over enthusiastic individuals create an unconscious amount of pressure for the listener and make it hard for others to listen comfortable. Certainly be proud of your product and what you are offering but show that enthusiasm as soon as you have the interest or signs of buying that tell you it is the time to come in with that passion and enthusiasm for what youve got. 2. Does your script contain of Leading Questions? - If you are leading someone then they will notice it instantly. Are you attempting to bring them down your process and make them buy from you or are you just attempting to help with a difficulty that they might have? Although it is give-away, as soon as you ask a trial over or ask a leading question individuals pick up on it and they instantly know that the phone call is going down a road that is unfamiliar to them. Leave them in control. Be yourself and treat them with enough politeness not to lead. Create a dialogue and let it flow. 3. Too fast too friendly- Have you ever been on the phone and spoken in a really warm voice which is not the ordinary YOU or have you ever talked ten times the speed you ordinarily do? Well unluckily it is another give away indication of a sales script. People notice it and it makes it very hard to connect with. 4. Are you pitching without assessing a need first?- How often do we get a phone call and people suddenly present a new solution or idea at us? Normally we feel tense and we want to tell the other person to back up a moment. Therefore make certain that in your calls you are not presenting a pitch thats landing on deaf ears because no one is ready to listen. First determine if they want to listen. 5. Are you compelled to read your sales script?-If so, then it is certainly not you whos making the call. Youre acting! When were with our friends or family we rarely act and people instantly know when we are saying something that we might or might not adhere to. People dont purchase from someone that is not genuine and not acting honestly. So do not let the art of reading a script make you feel like somebody you are not. 6. Assume you know what is best- In your sales script do you have any assumptions? If you do you perhaps want to think taking out all the assumptions. You may be turning into a know-it-all. The minor difficulty is when we presume what is best for somebody we instantly hit resistance and others certainly dont want to be controlled. 7. Does your script have any endings?- When you are closing somebody how do you feel? Enthused, nervous or perhaps even worried? Generally people dont want pressure applied to them and others dont like applying pressure. Nevertheless, with every trial close or close technique you make us of what are applying pressure a new prospect. Take out the close and why not just be you and let the receiver have a chance to direct where they think the conversation should go from here. Never let your sales script take over you.
Article Source: http://www.bharatbhasha.net Article Url: http://www.bharatbhasha.net/marketing.php/197439 Article Added on Thursday, December 17, 2009
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