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Find something to highlight about your service and play it up. In fact, don't bother mentioning your competition at all. If your prospect brings up the competition, find a way to steer the conversation back to your offer. Not only does it come across as petty and unprofessional, but it can backfire terribly.
Get your prospect talking about their lives, their work and their needs, rather than drone on and on about yourself. Often, the person doing the selling dominates the conversation during a sales call. However, as a coach, you want to use a good amount of the time finding out more about the client before going on about how you can help them.
Encourage engagement on both sides of the line , ask questions and encourage your subject to ask you questions in turn. Make observations and use public information to find common ground. If faced with a long silence or little enthusiasm, force a yes. For anyone worth meeting with, anyone worth selling to, time is money. Take that inherent urgency and use it to your advantage. Make your offer too important to ignore.
Make your first call a rare chance that may not come again. Setting a meeting?
During closing calls, the variability in monologue length is negligible. Motion creates emotion, so move around as you speak. We analyzed over one million sales calls with the help of machine learning to identify the trends and secrets hidden in the transcripts of the most successful sales calls. Request a referral or contact customer support. Your job late in the game is leadership: September 13, by Kristen Moran. Treating every consultation call with the same professionalism as your face-to-face meetings will result in many beneficial payoffs.
Make the date you both agree on the only date available for the foreseeable future. Assign definitive dates to everything: The idea is to place a time limit on doubt and indecision.
One of the most effective negotiating techniques has always been to walk away. Showing someone you are willing and able to leave the table is a strong in-person sales tactic, but you can use it over the phone, as well.
Make your pitch or case as eloquently as possible. If you manage to set a meeting or conclude a productive consultation call, make sure you follow up. Do not allow yourself to be another random voice on their voicemail — make your presence known with a call back. If you make an appointment to call at a certain time in the future, keep the appointment and be prompt. Learn More About Deliberate Growth! Please log in to leave a comment.
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September 13, by Kristen Moran. Tell them about it.
Does he or she mention any shared interests? Call it out. One of the worst things you can do is to hint at what you want without saying it. If the prospect says no, get more information. All you can do is respond to the specific concerns of your prospect and demonstrate how your product or service can alleviate those concerns. This is among the more risky phone sales techniques, but reverse psychology can be an effective way to get a prospect to make up their mind.
Stick to your guns, demonstrate confidence, and throw the ball right back in their court. Are you looking to keep your team focused and on message? Call Logic cloud dialing software can triple call rates, keep your team focused, and even features a whisper coach feature to train new team members on sales calls. Schedule a free demo today!