telephone skills part one

17
There’s never been a better time than NOW to GO SOLAR!

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Page 1: Telephone skills part one

There’s never been a better time than NOW to GO SOLAR!

Page 2: Telephone skills part one

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

Page 3: Telephone skills part one

Skill SetsThere are Five Critical Skills necessary for sales1. Buyer/Seller Rapport2. Sales Call Planning3. Discovery Skills4. Presentations Skills5. Gaining the Concept Commitment

Page 4: Telephone skills part one

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.

Page 5: Telephone skills part one

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.

Page 6: Telephone skills part one

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

Page 7: Telephone skills part one

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

Page 8: Telephone skills part one

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

Page 9: Telephone skills part one

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

Page 10: Telephone skills part one

So What You Ask!

Let’s Take a Look

Page 11: Telephone skills part one

The TelephoneBeen in existence for 136 years

But the way some people use it, you'd think it was invented yesterday.

Page 12: Telephone skills part one

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.

Page 13: Telephone skills part one

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.

Page 14: Telephone skills part one

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?

Page 15: Telephone skills part one

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

Page 16: Telephone skills part one

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

Page 17: Telephone skills part one

Stay Tuned For Part Two

After a 10 Minute Break