Effective Tele-Selling™
In spite of the tremendous success the tele-channel has experienced, we know that gaining someone's time and attention on the phone is more difficult than ever.
Can you relate to the challenges below?
- Dealing with voicemail - Statistics show that over 80% of all business-to-business telecommunications go through voicemail.
- Building relationships - Realizing that our relationships may be our greatest asset, how do I develop relationships in, what can be, very brief conversations?
- Customer perception - Dealing with some customers who perceive anyone who does business over the phone as a telemarketer.
- Time management - Utilizing my time wisely. Knowing when to be dialing the phone and who to be calling.
The Effective Tele-Selling™ methodology was developed utilizing 12 years experience in training inside salespeople of leading inside sales organizations, including American Express® and Microsoft®.
Effective Tele-Selling™ focuses in two key areas selling value over the phone:
- Getting more contacts - doing whatever is necessary to get past voice mail and past an administrative gatekeeper to reach the person you want to talk to.
- Increasing the Quality of Dialogue - making sure that we maximize the effectiveness of each contact. To increase the quality of the dialogue, we look at: Pre-Call Planning, Getting Buy-in, Effective Questioning, Listening for Insight, and the Tele-Presentation.
Effective Tele-Selling will assist you in "leveling the playing field" with competitors who
may still be selling face-to-face.
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