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How to sell over the phone

How to sell over the phone

Phone Selling Tips

Even the best salesperson on your team may face certain challenges when it comes to making sales by phone. Getting everyone up to speed on some of the best ways to succeed in telesales situations gives your whole organization a valuable advantage. Consilio is here to offer some helpful tips and tools you can share with your employees to boost their phone sales success rate – and, by extension, the overall success of your business.

Making a Connection

These days, everyone is in a hurry and many people don’t have the time or the patience to entertain sales calls. How, then, do you connect with potential customers and transform that “potential” into a done deal? Here are a few ways to start every call strong:

● Open with a friendly comment or pleasant topic. Great weather, weekend plans, and even just a sincere inquiry about how the person’s week is going are solid contenders that get the call going in a positive direction.

● Be confident. The best salespeople are naturally confident, so this one should be a no-brainer. People respond much more readily to someone who seems to know what they’re talking about. This means that every member of a sales team should be an expert who is fully able to provide additional information when requested and answer any questions that might arise during the call.

● Be natural. Connecting with a potential customer requires that they like you. If a salesperson sounds like they’re reading straight from a script, or like they’re putting on a phony friendly front, then they’re going to miss the mark. Many successful salespeople swear by sitting up straight or even standing when they’re on calls, saying that this helps them speak more naturally and authoritatively.

● Listen to (and learn from) your calls. It can be very helpful to replay recordings of past sales calls to see what worked, what didn’t, and what can be improved upon.

Things to Avoid

Any list of do’s worth its salt is accompanied by an equally important list of don’ts. Here are a few things you should advise your sales team to avoid when they’re selling by phone:

● “Um, uh, er.” These verbal fillers lessen the impact of what you’re saying and can make you seem uncertain and timid. Work on weeding verbal tics out of your sales approach, replacing them with short pauses to collect your thoughts when you feel one coming on.

● Talking too fast. The tendency to speed up your words increases when you’re feeling nervous, so if the phone makes you start to speed-talk, make it a point to slow things down – way down. Speaking 20% slower than you ordinarily would will make your words clearer and lend confidence to your tone.

● Thinking your luck will change. A salesperson who has hit a dry spell may be tempted to think that they’re due for some success. That may not be true, however, and could lead to complacency and lack of growth. Often a series of strike-outs means it’s time to take a closer look at sales techniques and approaches and make some changes. It’s important to keep honing your skills and seeking to improve along the way.

Strengthen Your Sales Team

Keeping your team primed and ready for any type of sale – on the phone, in person, or in any other scenario – is the most effective way to optimize every encounter with a potential customer. Develop a plan for continuing sales training to ensure that every sales associate in your organization is achieving top-tier performance and measurable results!

Strategic Thought Partners

Strategic Thought Partners

So, what exactly IS a strategic thought partner in the business world?

Thought partnership is defined as a practice through which experience and ideas are shared with others to easily navigate through difficult challenges. Thus, a strategic thought partner in a business is someone whom you can pair up with to act as your soundboard. You resonate your different ideas with each other to expand on the intellectual capital in your organization and ask better questions, advance faster, as well as focus on priorities. 

There are various forms of thought partnership. There is thought partner consulting, as well as coaching. But it is also known for showing up in settings that are less formal, such as a colleague, mentor, or research buddy. 

Why Hire a Strategic Thought Partner from Consilio?

Thought partnership is related to solving and innovating real-time issues that require adaptation. A true strategic thought partner will be on the same level as you and bring diverse expertise and experience to the table. Hiring Consilio to be your thought partnership company will feel a lot like a supportive conversation with a like-minded peer. Having extensive experience with thought partnership, we are able to have empathy for your challenges and understand your environment. 

Thought partnership at Consilio aims at ensuring that your ideas and plans are ready for action and primed for implementation. Thus, you will not disappoint your superiors when you present these to them. In addition, we have a deep understanding of proven methodologies, as well as experience with building internal competencies. Hiring us will mean employing a thought partner for your entire team.

 

The Benefits of Having a Strategic Thought Partner

A strategic thought partner allows you to voice your thinking and then integrates it with research. This helps in the development of critical materials and plan to assist organizations in progressing. Below are several other benefits of entering into a thought partnership.

  1. You receive a plan which you can implement, as it is designed and developed by reliable people. Thus, a buy-in is ensured.
  2. You have access to top-notch analysis from thought partner consulting firms without having to break your bank. In addition, you do not have to pay for the addition of employees on a permanent contract.
  3. You have a team of smart employees who have previously received training in understanding the way your organization works. They are also familiar with strategic decisions, as well as trade-offs.

Things to Look for in a Strategic Thought Partner

It is the responsibility of a thought partnership company to ensure that they are able to engage around an opportunity, problem, topic, or idea. Therefore, your chosen strategic thought partner should be able to let the conversation flow. Here are a couple of other traits that your thought partner should possess.

  1. A thought partnership entails guidance. Thus, the right thought partner is able to provide direction to those who have been given transformational responsibilities to progress, plan, and learn the implementation. They assist in the generation of quick and sustainable results.
  2. They should be able to work alongside you to help you understand inclusion principles, best practices, change management, and governance.
  3. Thought partners must have the capacity to assist in the development of sustainable strategies.
  4. The right strategic thought partner will help in developing focused and effective teams.
  5. They ensure that you are able to understand your responsibilities in an organization, as well as lead and manage the process of change.
  6. Thought partners should have ample qualifications and certifications to guide you when it comes to sustaining momentum, communicating effectively, and developing your capabilities.
  7. The result of an effective strategic thought partnership ensures that you are able to effectively deal with and adapt to increasing change.

Thought Partnership FAQs

  • What can I bring to a strategic thought partnership?

There is no proper set of skills that you can bring to the table in a thought partnership. You need to first gain an understanding of your areas of expertise and your own thinking. Research on the different styles of thinking and find those that inspire you the most. Evaluate how your distinct perspective has an impact on the value that you can add.

  • How does a strategic thought partnership work?

Sustainable results are not achieved simply through the installation of tools. A balanced approach is required, which includes effective change and leadership management, development of respect, trust, and cooperation amongst all involved, as well as networking through the sharing of experiences.

  • Why should I hire a thought partner?

Simply put, a thought partner helps in the improvement of results, increasing the value of customers and shareholders, along with transforming the organization to help them become their best versions by using best practices and proven methodologies.

  • How can I be an effective thought partner?

As a strategic thought partner, you must be empathic, inventive, and intellectually flexible. Not being involved in interpersonal competition and staying away from daily politics offers you an impartial view of challenges. Thus, you can make use of these advantages to deliver valuable insight.