telephone skills part one
DESCRIPTION
TRANSCRIPT
There’s never been a better time than NOW to GO SOLAR!
Before We Start…Let’s discuss Skill Sets
What are they?
Why do we need them?
Because you need a plan!
“Everyone has a plan until they get punched in the
face”- Mike Tyson
Skill SetsThere are Five Critical Skills necessary for sales1. Buyer/Seller Rapport2. Sales Call Planning3. Discovery Skills4. Presentations Skills5. Gaining the Concept Commitment
Buyer/Seller Rapport
Some people fail to follow the organizations selling process that facilitates relationship building with the buyer.
Launching right into the presentation without following the play are throwing themselves out of sync with how customers make decisions.
Fact: 82% of sellers are out-of-sync with the buyer.
Buyers Building BlocksCustomers will find reasons not to buy when your
presentation is out of sync with their theirs.Follow the play!
To increase the chances of their going solar Sequence the presentation to follow the decision
making process. When you do, they decide on each building block.
Sales Call PlanningMany salespeople think of the sales call planning as a task
to do before making "the call".
The Solar Sales Process gives you a planning structure that focuses on one objective:
To Move the Process Forward.
FACT: 99% of Salespeople Fail to Set the Right Call Objectives
Discovery SkillsDiscovery Questions are the third critical sales skill
needed to gain customer confidence. Discovery question are the number one tool you
have for: Engaging, building rapport, discovering needs,
agreeing on those needs and managing the sales cycle.
FACT: 86% of Salespeople Ask the Wrong Questions
Presentation SkillsMany sales presentations are nothing more than
data dumps. (Follow the Play)Talking too much, presenting too soon and just
"winging it" has grim consequences: Lost momentum, stalls the solar sale
FACT: 95% of Salespeople Talk Too Much & Listen Too Little
Concept CommittedYour principle mission is to gain commitment.
The Concept Commitment is designed so the customer can agree.
The Commitment Objective is not always to "get an order (Think referrals)
FACT:62% of Salespeople Fail to Ask for Commitment
So What You Ask!
Let’s Take a Look
The TelephoneBeen in existence for 136 years
But the way some people use it, you'd think it was invented yesterday.
Communicating By Phone
How you communicate says howcapable/trustworthy you are?You can't shake hands Or look them in the eyeThe phone is your only tool
Many people in business have no idea what they sound on the phone.
Great First ImpressionsPolite phone greetings makes the whole
call go much easier
You don't know who might be on the other end of the phone
Remember that a good beginning ensures a good ending.
Phone MannersYou're in a customer- focused business
Phone manner skills are very important
When you make a call yourself, what are the things that really annoy you?
Be Aware of Your Tone Of VoiceWithout being able to see you,
people will draw conclusions about Your trustworthiness
Reliability and confidence protray how you sound
Be Aware of Your Tone Of VoiceIt’s the same when speaking face to face or
by phone. It is your only chance you get to impress the
customer
Stay Tuned For Part Two
After a 10 Minute Break