This presentation contains tips that will dramatically increase your success on the phone. Some of the topics covered include:
In 2001, I decided I wanted to be a stock broker. I had worked in research and development for Apple and in Marketing and I thought that being a stock broker would some how inform me on how the world really worked. I was right in some ways, wrong in others.
The only problem was that I was thrust into a situation in which my co-workers were used to potential clients who became ecstatic by calls from a local stock broker. The stock market had been on an improbable 20 year run in which everyone was making money. In 2001, that dream was about to end. I was given phone scripts that didn’t work in a falling stock market. As I applied the belief that sales is a numbers game for many months I decided to throw out the scripts of this huge corporation and start a new. Sales is not a numbers game! If you call a thousand people with a bad script you will fail a thousand times. Sorry. In this article, I will do my best to equip you with many scripts that I found great success with.
I read over 100 of the best sales books and found that most weren’t worth the paper they were printed on. I did however make one discovery. If you ever get the objection “I need to think about it”, that means you hesitated at some point in assuming the sale! That might not sound like a great revelation, but it was the basis of how I became a successful telemarketer. (Sorry to shatter dreams, but all stock brokers are telemarketers)
OK, I now know I have to always assume the sale. My new task was just to make sure I was selling the best product and then assuming the sale would be easy. If you don’t believe you are selling the best product or service, the best thing you can do for your sales carrier is to quit your job and go work for the best. Believe me, you’ll be happy that you did.
I discovered the yes-set, band-wagoning, favor for a favor, the following of authorities, the scarcity principle, the liking principle, the consistency principle, rapport building, etc. were all based off of something called NLP. Neuro-linguistic Programming is a branch of psychology created during the late 60’s. I’ll cover it in depth in a long series of future articles! So I read every book I could find on NLP and recreated my sales script based off of NLP. My results were amazing.
I’ll show you the early scripts today. These scripts showed a 70 to 80% success rate. Also, I found that with a good script in hand I all but eliminated all of my phone anxity and started to love selling on the phone. Selling on the phone is not a Numbers Game, it’s a Good Script + Practice Game.