Tag Archives for " Phone Sales "

Joe Ingram, Phone Sales

TSE 1215: Three Ways To Make You More Successful Selling Over The Phone

Joe Ingram, Phone SalesHave you ever tried selling without being in front of someone? Three tactics to successfully sell over the phone include building relationships, choosing the right words, and knowing the right speed.

Joe Ingram is a sales genius who uses an intellectual approach to sales. Joe realized that phone conversations play an integral part in the process and many people are missing this key point by looking at the training cycle and sales industry.

The average individual in the U.S. touches their cellphones 2,500 times a day. It’s very observable when you walk into Starbucks. Nobody would even notice you walked in because they’re looking at their phones. We are continuously on the phone. 

While using emailhttps://thesalesevangelist.com/episode866/ is a good way to communicate, the product is only perceived as great up to a certain price. Sending out a well-written email is a good marketing strategy but there’s a big difference in sending emails and talking to somebody over the phone to get the call to action to take place. If the price goes over a hundred dollars, then you need to make a phone call. The way you present yourself and your company, during the phone conversation, will determine if the potential client is going to purchase the product. 

Communicating over the phone

Communication has several elements. As a speaker, you need to be able to perform all of them to accurately get your message across. 

55% of communication comes from body language. The person you’re talking to is watching the way you move during the conversation. For example, when we were at school, we observed how our teachers moved, paid attention to the things they pointed out, and more. All these signals conveyed to us what they felt, what they meant, and what they were trying to teach us. 

38% of communication comes from tone and inflection. You can say the same thing but use different tones to convey a whole different meaning. Tone and inflection tell your client what to pay attention to. 

7% of communication is based on the actual words we use in a face-to-face conversation. In a phone conversation, you lose 55% of your ability to communicate because your client can’t see your body language. Because there are many disconnects over the phone, salespeople tend to veer away from calls as a channel to making a sale. Without body language in phone conversations, you’re left with 80% tone and inflection and 20% words. Based on that percentage, it would be easy for a phone conversation to go badly if the right tone and choice of words aren’t being expressed well. 

As a salesperson, you can’t sound like a customer service provider. 

Many cell phone providers don’t sound excited over the phone because they’re not trying to make a sale. They are talking to you because you need something from them, and regardless of their performance, they know you will not drop the conversation. 

You will tolerate a mediocre to poor performance to accomplish your goals. There’s no selling involved. However, it’s different when you tell them you’re canceling your subscription. You immediately get transferred to someone on their sales team and suddenly, the conversation takes a turn. Their goal is to make you feel better and they want you to feel good enough to stay.

Joe sees this in a lot of companies. They teach their sales department to treat everyone like customers, even though people who are still prospects need to be approached differently.

Building relationships through your phone

Building a working sales relationship takes time. The easiest way to start is by phone as it allows you to hear and understand each other. Joe has worked with companies who are able to make sales using phone calls. 

When Joe was working as a manager in Chrysler Dodge Jeep, he had an employee named Jay. He spoke four languages and it was difficult to understand what he was saying. Jay was able to sell 20-25 cars each month while maintaining great customer satisfaction and profitability, all because of his body language. He made sure that potential clients felt safe during the sale. His clients watched his mouth when he spoke because it helped them to understand him better. Joe knew his customers needed this visual cue so he didn’t talk over the phone but preferred to conduct a sales transaction in person. because then the customers won’t be able to look and see what he’s trying to say.

Joe teaches people how to use better words when talking to prospects. 

Choosing the right words

Our subconscious mind cannot process the negative part of what we’re saying. When we’re told, “Don’t think of a kitten,” our mind zeroes in on the kitten, the opposite of what we’re told. The same thing is true when we tell our clients, “No problem.” Their subconscious mind picks up on “problem” and you want to avoid that. 

A simple strategy is to replace  “No problem” with more positive language. For example,  “my pleasure,” “certainly,” and others. Create a positive mental picture in their heads. Couple your words with great tone and inflection to deliver a good message. 

When a company calls and inquires about your business, don’t think of it as someone trying to buy a product. Instead, think of it as someone who is calling with a list of companies in mind and they’re trying to see if yours is the best.  If they talk to you and you aren’t using the right words or tone – don’t expect your company to be considered. 

If I can’t get your prospects to have a face-to-face conversation, your next best option is a phone conversation that allows you to build rapport

Texts and emails are the segues to get you to an actual phone conversation. If you can sell and close a deal over the phone, then great. If you can’t, your goal is to set a face-to-face appointment. 

Choosing the right speed

You need to consider your speed when talking over the phone as well. Speak based on how the person on the other line is speaking. Be slow in speaking when you’re talking to somebody who speaks slowly. Adapt to the person you’re talking so you can deliver your message in a way they can understand. Listen to their words and use them when you respond. If they are looking for significant discounts, then use the exact terms when it’s your time to talk. 

This is how you show empathy in your conversation. You abandon the phrases or words you’d like to say for those the other person wants to hear. As a salesperson, the way to successfully sell over the phone is to be who your client needs you to be. 

You’ll find many of the same skills you use in a closing face-to-face can be used on the phone.

“Three Ways To Make You More Successful Selling Over The Phone” episode resources

Reach out to Joe Ingram via his phone number (+562 548 526). You can also check his website, ingraminteractive.com. 

You can also reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook for any sales concerns. 

This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

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Donald Kelly, TSE Hustler's League, Sales, The Sales Evangelist

TSE 680: TSE Hustler’s League-“Know Your Product”

Donald Kelly, TSE Hustler's League, Sales, The Sales EvangelistStill scared of picking up that phone?

Sellers need to build habits. You have to learn new skills, reinforce, and build on those skills.

This semester of the TSE Hustler’s League has two tracks. The first track focuses on business development and track two focuses on increasing value and close rate.

Overcoming the fear of rejection:

People are going to reject you no matter what you’re selling.

The Paintball Analogy

When I first started to play paintball, I didn’t want to be hit so I hid behind the tree. I would just wait for somebody to come by and shoot them. So I sat there the whole game and I shot no one. I saw no one. I heard screams and the guns going out. And I didn’t take any action and stayed in my spot behind the tree and hid.

I realized that in order to have fun at paintball, you have to get involved in the action. 

Then I got shot. But I realized it wasn’t the end of the world. My career wasn’t coming to end. It wasn’t a catastrophic event. All it was is a little ball of paint. And in that moment, I started having fun.

It wasn’t until I got hit by a paintball that I realized it wasn’t that bad after all.

Make that Phone Call:

Sometimes, we fear doing some calls at times that we waste our time doing other things. We are so worried we’d get rejected. So we try to hold off things like picking up the phone. 

We tell ourselves this lie that it’s going to be the worst thing in the world.

Strategies to overcome that fear of rejection:

1. Study your product.

Drink your kool-aid. Take part in your product or service. Experience it and you become more confident.

2. Get into the mind of your buyers.

Or listen to your buyers talk about how your product has changed their life. Once you see someone else has utilized and seen some results, it makes it so much easier for you to get on the phone and talk to people because you know it can produce results.

Episode Resources:

Join the TSE Hustler’s League.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Sales Manager, Donald Kelly. Jon Manley

TSE 511: From Telemarketer To VP Of Sales And Lessons Learned

Sales Manager, Donald Kelly. Jon Manley Sure, some people believe that people are born to be sales professionals but for many people, such as myself and my guest today, we believe that sales can be taught. Jon Manley is an inspiring story of how he went from being a telemarketer with no college degree and a car that broke down every week to becoming a VP of Sales. And he’s going to share with us how he made this happen.

With 11 years of experience in the technology space, Jon works with individuals and companies to help them improve their selling and understand their potential.

Here are the highlights of my conversation with Jon:

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Are the odds stacked against you?

  • The odds just seem to be stacked against you.
  • Look at it from the opposite side of the perspective.
  • Look for everything you did wrong and make sure you avoid those things.
  • Study and do everything you can to ingest content from every possible source to make you better.
  • Look for micro-refinement that can help you improve on a daily basis.
  • Don’t be complacent!

Winning strategies that got Jon to becoming a VP:

  1. Understand everyone’s point of view and their perspective.

Always come from a point of empathy and not what you want the customer to do or what your boss to see.

  1. Put your customers’ needs ahead of you.

What would the customer want? What would the customer like to see what you’re doing to make the world easier? Then you’re going to make yourself a better resource to them and you will earn loyalty.

  1. Show that extra level of care and value.

Be an expert resource in a way that your product or service resonates with them and helps people in your position all the time. Be respectful to ask a few minutes of their time.

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  1. Make them understand why you’re a good resource to their exact position.

Always use their exact position or where they are in life as the exact wording in your conversation to make add that personal touch.

  1. Have short term, medium term, and long term goals.

Long terms goals give you perspective for what your short term activities need to be. Make sure you can control your goals.

  1. Focus on highest rewarding activities.

Schedule your day and break down activities that you can control so you don’t get off track.

Jon’s Major Takeaway:

Believe in yourself and completely get rid of complacency. Understand your level of greatness because you’re no different from anyone else. Sales is not a born skill but a learned skill that requires consistency and absolute passion for what you do.

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Episode Resources:

Check out Jon on YouTube Manley Minute that features a 60-second daily sales tip. Follow him on Facebook The Manley Formula, LinkedIn, and Medium.

Check out Steven Hart’s podcast The Trailblazers Podcast

The 7 Habits of Highly Successful People by Stephen Covey

Say goodbye to long, boring proposals and check out PandaDoc. Sales teams who have used this tool have seen a 30% increase in their sales productivity. To get a quick demonstration and a free trial, go to www.thesalesevangelist.com/panda

Donald Kelly, PandaDoc

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

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Ryan Stewman, The Sales Evangelist, Donald Kelly

TSE 496: The Modern Marketplace Phone Sales With Ryan Stewman

Ryan Stewman, The Sales Evangelist, Donald Kelly The modern marketplace phone sales has changed significantly and so long were the days when traditional tactics still worked. Google has replaced the use of business cards. Therefore, we have to be able to adapt and evolve.

Today’s guest is hardcore closer Ryan Stewman who is going to share some ways on how you can improve your selling. Ryan is a four-time bestselling author and a modern day sales trainer.

Here are the highlights of my conversation with Ryan:

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The biggest mistakes done by phone sales:

  1. They act differently online than they do in person.

The way you treat a customer on the internet should be the exact same experience as the customer that walks in. Salespeople tend to sell online one way and then offline another way.

  1. Salespeople treat the internet like it’s a safe space.

People just show up online on your page or tag you in some group or send you an email that they appear obnoxious. It’s like a guy who goes to a networking event and gives his card to everyone.

  1. The way we use the phone is changing.

A lot of the online stuff we do revolve around the phone. Most of society is addicted to their mobile phones. 86% of the people landing on Ryan’s website are using mobile devices and we’re always staring at the phone. However, salespeople traditionally just use the phone to make calls. The phone is the least used app on the entire phone.

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Here’s a quick reality check for you: If you spent 8-10 hours staring at screens, how many hours a day would you say you spend talking on your phone?

What is the modern way of using the phone?

Getting in front of people:

  • Being the person in the news feed on Facebook
  • Being the person that is top on search results on Google
  • Being the person that has stories on Snapchat and Instagram
  • Being the person who has the content on Huffington Post or Entrepreneur Magazine
  • Being the person that has the books on Amazon
  • Write a blog and publish it on LinkedIn

Strategies for modern marketplace phone sales when you’re pressed for time:

  1. Get better with time.

People don’t know how time really works. Your job is not to get better with money but to get better with time.

  1. Saying that you don’t have time is an excuse.

You do have time. It’s all about streamlining.

  1. Leverage technology.

Make a post on Facebook that syndicates to LinkedIn then share a picture on Instagram and be intentional about sending an email. You can do all that stuff in less than 10 minutes.

  1. Be intentional with how you use your time.

Just be intentional on the time you’re on there. Instead of reading nonsense articles, send people direct messages that offer value to them. Show them how your product works for them to get the results they’re looking for.

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How to get started:

  1. Understand who your perfect customer is.

Be clear and get inside the mind of your prospect. Get clear on who you want to serve. Be intentional on who you want to work with.

  1. Drive what you sell into the minds of your customers.

Do everything you can possibly think of to attract that person to the point where they always think about you when that decision comes into their head.

  1. Position yourself online.

Make your social media profile a place that will attract your perfect customer. Position yourself in a way that when someone thinks about a certain product, they think of you. Position yourself as the go-to person and be consistent.

Ryan’s Major Takeaway:

Think of what you do on your phone. Don’t limit yourself. Join the Break Free Academy entourage and go to www.breakfreeacademy.com/entourage. Embrace technology or you’re going to be replaced by it.

Episode Resources:

Donald Kelly, PandaDoc

Learn more about Ryan and what he does on www.breakfreeacademy.com/entourage .

Change the way you create proposals and check out PandaDoc. Teams that have used PandaDoc have seen 35% increase in sales productivity which means they closed more deals in less time. To get a quick demonstration and a free trial, go to www.thesalesevangelist.com/panda

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

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Tyler Welch, Donald Kelly, The Sales Evangelist

TSE 404: Sales From The Street-“Using Phone To Convert Sales”

What can you do to better convert your leads during phone conversations?

Taylor Welch, Donald Kelly, The Sales Evangelist Today, let’s talk about perfecting your phone sales or at least fine-tuning your phone sales skills so you can do way better at it, get the right clients that you want, and get more closes.

Our guest on today’s episode is Taylor Welch. He is an entrepreneur and the Co-founder of Traffic and Funnels where he runs the copywriting side of things while his partner is in charge of paid traffic – a perfect fit! They work with service-oriented clients through a consultative coaching approach. They basically build funnels to produce inbound clients, applications, prospects, and help them build a system that can do a lot of the heavy lifting of the sales process.

Here are the highlights of my conversation with Taylor:

Taylor’s coolest sales experience when he was the customer at a Lexus dealership

The biggest mistake people make with converting online leads through phone:

Getting on the phone with the wrong people

The people who invented the “direct response” world didn’t get motivation from writing the most potent copy ever, but it was to get in front of the right people. Choose a hungry market and a starving crowd. Repel the wrong people so you get on the phone with the right ones and not spend time deluded with the wrong type of market.

How to repel the wrong people:

  1. Be specific and on purpose about the type of clients you want to work with.
  2. Make them sell themselves into buying your product/service.

Let them apply to work with you to see if both of you are a great fit or not. Someone spending time and investing time with you, your brand, and your company is a prerequisite to them buying from you. Flipping it around where they fill in the application and there’s a chance they’re going to get rejected, they would sell themselves into buying something.

The next steps:

  1. Ask questions and figure out people’s challenges, their goals, and is it realistic that you can help them.

Cancel clients who are bad fits upfront shows that you respect their time. Then you make room for more people who might be a good fit. Using a script as a guide, get all information and things that people don’t want to talk about like their revenue numbers.

Your job is not to sell them but to help them make the right decision for their business and their life. You can’t do that without knowing some details behind where they are.

  1. Find out what is holding people back and what’s keeping them from hitting their goals.

What’s stopping them? The people who fight their way back from that always buy.

  1. Get people to be empowered at the end of the call to decide on what they need to do.

It’s a win for you even if they say no. That means you won’t have to work with people who are not the best fit. Don’t pressure people to make a decision on the phone.

Strategies for following up:

  1. Set up the following meeting on your first call.
  2. Show people you’re as authentic and integrity-minded as possible.

** Taylor’s company asks for deposit for clients to show they’re serious and they’re not screwing around. They make that deposit refundable so at the end of the day, they’re working with people who are at the top of the game and not just making the decision to work with them because they didn’t want to lose their money. They also don’t make time-based pricing because at a certain point it becomes unethical.

Strategies for doing phone sales:

  1. Start your day with rituals that keep you consistent.

Whether you do visualizations, affirmations, or readings, when you do these, you carry confidence with you the rest of the day.

  1. Be able to control how you feel about the process.

The big thing is mental. If you can control that, then you’ll be better at closing.

Taylor’s Major Takeaway:

Control how you feel about the game by insulating yourself with those rituals. It’s so rare for someone to have the consistency in their morning rituals. Even evening rituals determine how you start the next one. Be consistent.

Episode Resources:

Check out their website www.trafficandfunnels.com/blueprint-checklist and watch their interesting video about how to position yourself and create the “velvet rope” system as well as their KPIs and some behind-the-scenes into their personal funnel to see how it works.

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SaaS, Donald Kelly, The Sales Evangelist, Justin Welsh

TSE 323: How Selling SaaS To Doctors Is Totally Different Than Traditional SaaS Sales.

SaaS, Donald Kelly, The Sales Evangelist, Justin WelshToday’s episode is another interesting one as we talk about selling Software as a Service (SaaS) to doctors and how this is very different than selling as a pharma representative. This might be another career that you might wish to consider and so I’m bringing in Justin Welsh to talk more about this – what selling SaaS to doctors is all about and how to say the right things without stepping on the toes of the doctors.

Justin Welsh is the VP of Sales at a technology company, PatientPop where they’ve grown 400% year over year and is one of the fastest Software as a Service (SaaS) healthcare platforms. They have defined a new category of software called Practice Growth Platform, which integrates with healthcare professionals with their electronic medical records, practice management systems, and managing patient journey.

Here are the highlights of my conversation with Justin:

Things to consider when selling SaaS to doctors:

  1. It’s your turf. Be the subject matter expert.

Doctors are the experts in patients. A pharma rep’s job is to be the influencer. The software is all about the business side, not the healthcare side. To talk about the doctor’s business, you have to be a subject matter expert in exactly the software you recommend. You have to be prepared as someone with in-depth knowledge about your product and your craft.

  1. It’s not about saying the doctor is wrong, but about immediately adding value.

Don’t just pick up the phone and make 100 calls a day. Do your research. Go home and study a healthcare provider’s online presence. Do a thorough diagnosis on his practice online to see what the gaps are in his strategy. Call him and bring up three things that may need fixing. Set up a meeting and show how you might be able to help.

  1. You have continuous training all the time.

You have to utilize your LinkedIn and resources as well as keep up to date with current trends. You have to be that expert and that change happens when you look at your access. You have to move fast and create an honest look at the physician’s future if they don’t choose to make a change.

  1. You have to cause change right away.

You have to get in front of the physician. Make sure they feel as though if they don’t make some changes, there’s going to be a negative future in their practice. Get them to accept that and ask for a meeting. That is best done by being equipped with all the tools you need as an expert in order to make it happen.

  1. Best ways to get access to the doctor

The best times to see the doctor are times when they’re not expecting the call (8-9 am or 5-6 pm). It’s also about sharing how you’re fixing problems similar to theirs.

  1. You have to be a No man. You can’t be a Yes man.

You have to say no when the provider tells you something that’s wrong. At this point, you have to reestablish yourself as an expert. Empower the physician to make their own decision.

Justin’s Major Takeaway:

Become an expert. Regardless of what you sell, you will be most successful when you spend a majority of your time standing in front of your industry, your marketplace, your physicians.

Episode Resources:

Connect with Justin Welsh on LinkedIn or Twitter @justinosu99

Visit PatientPop and check out their Careers page.

Pitch Anything by Oren Klaff

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The Sales Evangelist, Donald Kelly, Donald C. Kelly