If you know anything about me and MTD Sales Training, then you know that I do not subscribe to the theory of a canned “telephone sales script.”

In fact, I constantly talk about and teach that you must have a telephone sales presentation that is well PLANNED but certainly NOT CANNED.

It is not so much about the exact words you use, rather as the method, approach and the understanding you possess of what you are doing. It’s all about having a framework in place.

However, with that disclaimer firmly in place, I must say that there is one thing you can actually say that, when added to a business-to-business call, and even some consumer calls, will radically and instantly increase your effectiveness on the telephone.

Before I give you these couple of magic words, let me explain why they work, because actually it is this understanding and this empathy for the customer that is ultimately why this will help you be more successful.

First, understand that customers want to know that they are important.

They want to be important to you and your company and they want VIP treatment. Every customer and potential customer has an inner desire, perhaps need, to know that you and your company deeply values them and their business.

The second thing to understand is that the best way to help the customer feel important is for YOU to be someone important. The more of an important person you are and you are in your company, the more important the customer will feel.

Imagine calling a software vendor to possibly purchase a Microsoft software application and the sales assistant handling your call, says, “Hold on a moment.” Then a voice comes on the line and says, “This is Bill Gates, and I thought it best that I handle YOUR call myself.”

You would have to be impressed!

The main problem that occurs when you come across as a run of the mill, everyday, low level telemarketer, is that it makes the customer feel like they are not very important.

That they are just another number.

I mean, if you are one of the least essential people in your company; if you are on the bottom of the organizational chart and you are handling their account, then just how much does your company value the customer?

You must project the image as a very important person in your company and in your industry. Now, as sales professional, we know that the sales person indeed IS the most important person in the company, but the customer dose not usually feel that way.

So, the question is how can you present an image as being the “BIG DOG” without misrepresenting your position or true occupation?

If you can project the image of “Bill Gates,” within the first few seconds of the cold call, your customer will feel important, and the more important the customer feels, the more it will dramatically and instantly increase the likelihood that they do business with you.

So, with that explanation let me give you a phrase that will do this very effectively.

“I thought I’d call you personally.”

That’s it.

Just add this line to your introduction.

“I thought I’d call you personally,” with a little bit of emphasis on the word personally.

It might look like this:

“Yes, Mr. Prospect. Steven Mills with ABC Software. Mr. Prospect, I thought I would call you personally. You see, with the latest computer virus attack, many mid-sized corporations….”

You will be shocked and amazed at what this does.

First it gives the immediate impression that you may have a slew of people or subordinates who usually make these calls for you. And if you think about it, that is actually the case all around the word today.

Businesses have largely taken to outsourcing their cold calling or more aptly put, they have taken to “down sourcing” their cold calling; assigning the duty to low level telemarketers or telemarketing firms, many in countries where English is a second or third language.

It is very likely that the customer gets calls from someone OTHER than the principal.

But not this time! NO!

This customer is too important for you and your company to allow any one other than the main head honcho him or herself to make the call —– YOU called personally!

“Yes, Lisa Johnson with ABC Widgets, and I thought I would give you a call personally Mrs. Prospect — do you have a quick minute?”

Call personally and watch your appointments and sales rise!

Sean

Check out our telesales training courses

_______________________________

Sean McPheat
Managing Director
MTD Sales Training

Telephone:
0800 849 6732

Website:
http://www.mtdsalestraining.com

Or should that read MAD about prospecting?!

No, I was right the first time!

When you prospect over the telephone do you always get stuck with the people who can never make the decision?

Do you know of the three types of people that you should aim for when prospecting?

Well, the person you should ultimately get through to should be a MAN!

No, not MAN as in gentleman! I mean the acronym MAN.

MAN stands for:

Money
Authority
Need

The people you should get through to should either hold the money in the company and be able to spend it, have the authority to make decisions or they should have the need for whatever you are selling.

If they have all three then it’s SHOWTIME!

Always make sure your calls focus on one of these types. Now, I know you should always go for those people who can make the decisions.

But if you go after the “NEED” person the call should be positioned around influencing them to make the right noises with the people who can make the decisions to go with your product etc. An “insider” on your side can work wonders when you eventually get around to talking with the decision maker.

Happy selling!

Sean Mc

“Hi! Mr. Jones, my name is”…….that’s it!    

That’s about all you have to say on the telephone today for some prospects to realize five things instantly!  Number one, they know that you are NOT a friend or an acquaintance.  Two, they know that this is NOT a social call. Three, they know that you probably should not be trusted. Four, you are invading their privacy and number five; they know that you eventually want money. 

Do you make cold calls?

Were you taught to be happy when making them and smile on the telephone?

Well, the days of looking into a mirror when on the telephone is over! Many old outdated sales techniques and trainings used to go on and on about smiling when on the telephone so you sound enthusiastic and happy.

Let me tell you why you should tone down the enthusiasm when making cold calls.

When your prospect answers the phone and they hear a happy, jovial, enthusiastic person on the other end, they know it’s a sales call and their barriers will go up immediately.

When making your calls you should talk like a real person. I’m not saying that you should not be enthusiastic all through out your call. There is a time and a place for this - normally when talking about your product and service. But you should not be overly energetic when your prospect hasn’t even heard what you want to talk about!

And please, please, please DON’T SOUND SCRIPTED!

I had a call transferred through to me from my credit card company wanting to sell me anti-fraud cover yesterday and the guy should read out a script. I never got a word in!

Happy Selling and lose the Smile and Dial!

Sean Mc