{"id":22914,"date":"2020-11-04T11:49:51","date_gmt":"2020-11-04T08:49:51","guid":{"rendered":"https:\/\/www.ibtdi.com\/?p=22914"},"modified":"2020-11-04T11:49:51","modified_gmt":"2020-11-04T08:49:51","slug":"6-tips-for-selling-over-the-phone","status":"publish","type":"post","link":"https:\/\/www.ibtdi.com\/en\/6-tips-for-selling-over-the-phone\/","title":{"rendered":"6 Tips for Selling Over the Phone"},"content":{"rendered":"

\"Should<\/p>\n

 <\/p>\n

Phone sales are one of the most important marketing channels used by companies around the world. That\u2019s why <\/span><\/p>\n

many marketers and sales professionals are constantly looking for ways to persuade customers over the phone.<\/span><\/p>\n

At Ebtdi, we offer you powerful persuasion techniques to help you learn how to convince customers over the phone and improve your <\/span><\/p>\n

success rate, opening up a world of opportunities for you.<\/span><\/p>\n

.<\/p>\n

\n
\n
\n

1. Don\u2019t start by talking about the price<\/span><\/strong><\/span><\/h2>\n

We all agree that the most important factor people consider when buying anything is the price. According to some statistics published by <\/span><\/p>\n

global company Salesforce, which I mentioned earlier.<\/span><\/p>\n

\u0641\u0625\u0646\u00a082% \u0645\u0646 \u0627\u0644\u0639\u0645\u0644\u0627\u0621<\/b>\u00a0\u064a\u0631\u063a\u0628\u0648\u0646 \u0641\u064a \u0645\u0646\u0627\u0642\u0634\u0629 \u0627\u0644\u0633\u0639\u0631 \u0641\u064a \u0623\u0648\u0644 \u0645\u0643\u0627\u0644\u0645\u0629 \u0647\u0627\u062a\u0641\u064a\u0629 \u0645\u0639 \u0623\u064a \u0634\u0631\u0643\u0629 \u0623\u0648 \u0645\u0642\u062f\u0645 \u062e\u062f\u0645\u0629\u060c \u0648\u0623\u0646\u062a \u0633\u062a\u0642\u0648\u0645 <\/span><\/p>\n

discuss pricing with them, but not at the beginning of the call.<\/span><\/p>\n

When you mention the price at the beginning of the call, you\u2019ll prompt the customer to make a decision too early. They know their budget, and at the same time,<\/span><\/p>\n

they\u2019re waiting for you to tell them the price.<\/span><\/p>\n

So try to highlight the value the customer will get, the problems your product will solve, and the conveniences the customer will enjoy <\/span><\/p>\n

compared with other products on the market.<\/span><\/p>\n

.<\/p>\n<\/div>\n<\/div>\n<\/div>\n

2. The role of \u201cyes\u201d in persuading customers over the phone<\/span><\/strong><\/span><\/h2>\n

As humans, we like consistency. It\u2019s ingrained in our collective mindset and the way we interact. So if you ask a few questions before asking someone about your offer\u2014questions you know for certain they\u2019ll answer \u201cyes\u201d to\u2014you\u2019ll greatly increase the chances that they\u2019ll say \u201cyes\u201d to your proposal. <\/span><\/p>\n

For example, \u201cJohn\u201d remembered hearing from one of his colleagues that the CEO of the company he was going to pitch had gone to the Netherlands<\/span><\/p>\n

\u0639\u0644\u0649 \u0633\u0628\u064a\u0644 \u0627\u0644\u0645\u062b\u0627\u0644\u060c \u062a\u0630\u0643\u0651\u0631 \u201c\u062c\u0648\u0646\u201d \u0623\u0646\u0647 \u0633\u0645\u0639 \u0645\u0646 \u0623\u062d\u062f \u0632\u0645\u0644\u0627\u0621\u0647 \u0623\u0646 \u0627\u0644\u0645\u062f\u064a\u0631\u0629 \u0627\u0644\u062a\u0646\u0641\u064a\u0630\u064a\u0629 \u0644\u0644\u0634\u0631\u0643\u0629 \u0627\u0644\u062a\u064a \u0633\u064a\u0642\u062f\u0645 \u0644\u0647\u0627 \u0639\u0631\u0636 \u0630\u0647\u0628\u062a \u0644\u0647\u0648\u0644\u0646\u062f\u0627 <\/span><\/p>\n

On vacation with her fianc\u00e9. We\u2019ll show you how he can use this to his advantage:<\/span><\/p>\n

\u201cKatie, did you have a nice summer? I heard you went on vacation to the Netherlands.\u201d<\/span><\/p>\n

\u201cYes, I did. It was a wonderful vacation! Thanks for asking.\u201d<\/span><\/p>\n

\u201cI\u2019m glad to hear that. Did Tim go with you?\u201d<\/span><\/p>\n

\u201cYes, and we had a great time. The Netherlands is so beautiful.\u201d<\/span><\/p>\n

\u201cI agree. Now, tell me\u2014do you think the proposal I made would be useful for your company?\u201d<\/span><\/p>\n

Katie is already in the \u201cyes loop,\u201d so there\u2019s a good chance she\u2019ll answer your question with a \u201cyes,\u201d too.<\/span><\/p>\n

.<\/p>\n

3. Back up what you say with verified facts.<\/span><\/strong><\/span><\/h2>\n

Emotion plays the leading role in people\u2019s decision-making, but after making a decision, they feel anxious and try to prove <\/span><\/p>\n

to themselves and others that they made the right, logical choice.<\/span><\/p>\n

You can use this to your advantage and make your argument more persuasive. Search Google for important figures and facts to support what you say during the <\/span><\/p>\n

conversation. These are the facts your customers will think about as they make their decision, and repeat to others when they want reassurance that <\/span><\/p>\n

helping them make the right decision. What\u2019s more, you\u2019ll come across as knowledgeable and earn their trust.<\/span><\/p>\n

.<\/p>\n

\n
<\/div>\n
\n
<\/div>\n<\/div>\n<\/div>\n

4. Make use of text messages<\/span><\/strong><\/span><\/h2>\n

Text messaging is no longer as expensive as it used to be, so try to make the most of it. All you need to do is <\/span><\/p>\n

grab customers\u2019 attention and encourage them to contact you.<\/span><\/p>\n

This will make sales representatives\u2019 jobs much easier, because the customer is the one reaching out\u2014they\u2019re interested, so converting them<\/span><\/p>\n

into a buyer becomes easier.<\/span><\/p>\n

.<\/p>\n

\"Selling<\/p>\n

5. Use appropriate words.<\/span><\/strong><\/span><\/h2>\n

Use connective phrases such as \u201cbecause,\u201d \u201cfor this reason,\u201d and \u201cas a result.\u201d Studies show that our brains are wired to accept statements that <\/span><\/p>\n

They follow these connecting words as if they were facts, even when they aren\u2019t. For example, in a famous study, <\/span><\/p>\n

the experimenter stood in line at a copy machine and asked everyone in the queue, \u201cExcuse me, I have five pages. Could I use <\/span><\/p>\n

the copy machine because I\u2019m in a hurry?\u201d 94% of the people in line agreed to his request.<\/span><\/p>\n

In the next queue, he asked the people waiting, \u201cExcuse me, I have five pages. Could I use the copy machine?\u201d<\/span><\/p>\n

\u2014only 60% of the people in line agreed.<\/span><\/p>\n

You might think the difference was due to the reason he gave, but the next experiment showed that this wasn\u2019t the case.<\/span><\/p>\n

\u201cExcuse me, I have five pages. Could I use the copier? I need to make a few copies.\u201d<\/span><\/p>\n

93% of the people waiting in line agreed to his request, even though his reason was complete nonsense. Everyone in line was waiting <\/span><\/p>\n

to use the copier because they also needed to copy some documents! Still, less than 1% refused his request, compared with the time <\/span><\/p>\n

when he gave a genuine reason\u2014because he used the word \u201cbecause.\u201d<\/span><\/p>\n

.<\/p>\n

6. Use a friendly tone of voice<\/span><\/strong><\/h2>\n

Customers have grown accustomed to sales reps\u2019 fast-talking style and shrill voices. This approach is outdated <\/span><\/p>\n

and no longer gets results.<\/span><\/p>\n

As I mentioned, customers are more informed now, so you should speak to them like a friend while still maintaining professionalism. <\/span><\/p>\n

\u0641\u064a \u0627\u0644\u062a\u0639\u0627\u0645\u0644.<\/span><\/p>\n

Vary your tone of voice when speaking with a customer, and change your posture during the call. This can help you <\/span><\/p>\n

speak with confidence and ease.<\/span><\/p>\n

.<\/p>\n

7. Handle objections professionally<\/span><\/strong><\/span><\/h2>\n

Whatever your level of experience, you\u2019ll face plenty of objections, and you may go several days without achieving positive results. That\u2019s why you need to<\/span><\/p>\n

handle this professionally.<\/span><\/p>\n

\u0623\u0648\u0644\u0627\u064b<\/b>\u00a0\u0644\u0627 \u062a\u0636\u063a\u0637 \u0639\u0644\u0649 \u0646\u0641\u0633\u0643 \u0628\u0634\u0643\u0644 \u0634\u062e\u0635\u064a\u060c \u0641\u0647\u0630\u0647 \u0647\u064a \u0637\u0628\u064a\u0639\u0629 \u0647\u0630\u0627 \u0627\u0644\u0645\u062c\u0627\u0644\u060c \u0648\u062b\u0627\u0646\u064a\u0627\u064b<\/b>\u00a0\u062d\u0627\u0648\u0644 \u0623\u0646 \u062a\u063a\u064a\u0631 \u0645\u0646 \u0627\u0633\u0644\u0648\u0628\u0643 \u0645\u0639 \u0627\u0644\u0648\u0642\u062a \u0648\u0623\u0646 <\/span><\/p>\n

put yourself in the customer\u2019s shoes to understand why they object.<\/span><\/p>","protected":false},"excerpt":{"rendered":"

  \u0627\u0644\u0628\u064a\u0639 \u0639\u0628\u0631 \u0627\u0644\u0647\u0627\u062a\u0641 \u0647\u0648 \u0648\u0627\u062d\u062f \u0645\u0646 \u0623\u0647\u0645 \u0627\u0644\u0642\u0646\u0648\u0627\u062a \u0627\u0644\u062a\u0633\u0648\u064a\u0642\u064a\u0629 \u0627\u0644\u062a\u064a \u062a\u0639\u062a\u0645\u062f \u0639\u0644\u064a\u0647\u0627 \u0627\u0644\u0643\u062b\u064a\u0631 \u0645\u0646 \u0627\u0644\u0634\u0631\u0643\u0627\u062a \u0641\u064a \u0643\u0627\u0641\u0629 \u0623\u0646\u062d\u0627\u0621 \u0627\u0644\u0639\u0627\u0644\u0645\u060c \u0648\u0644\u0647\u0630\u0627 \u0627\u0644\u0643\u062b\u064a\u0631 \u0645\u0646 \u0627\u0644\u0645\u0633\u0648\u0642\u064a\u0646 \u0648\u0631\u062c\u0627\u0644 \u0627\u0644\u0645\u0628\u064a\u0639\u0627\u062a [\u2026]<\/span><\/p>\n","protected":false},"author":3,"featured_media":22916,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_ibtdi_aa_focus_keyword":"","_ibtdi_aa_secondary_keywords":"","_ibtdi_aa_audience":"","_ibtdi_aa_tone":"","_ibtdi_aa_summary":"","_ibtdi_aa_reviewer_name":"","_ibtdi_aa_reviewer_bio":"","_ibtdi_aa_reviewer_url":"","_ibtdi_aa_reviewed_date":"","_ibtdi_aa_service_id":"","_ibtdi_aa_related_ids":"","_ibtdi_aa_human_reviewed":"","_ibtdi_aa_disable":"","_ibtdi_aa_disable_links":"","_ibtdi_aa_sources":"","_ibtdi_aa_update_notes":"","footnotes":""},"categories":[491],"tags":[22745,22746,12321,22748,7682,22749,22747],"class_list":["post-22914","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-491","tag-6----","tag-22746","tag-12321","tag-22748","tag-7682","tag-22749","tag-22747"],"_links":{"self":[{"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/posts\/22914","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/comments?post=22914"}],"version-history":[{"count":0,"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/posts\/22914\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/media\/22916"}],"wp:attachment":[{"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/media?parent=22914"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/categories?post=22914"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/tags?post=22914"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}