There are a whole host of
different things that you need
to do in order to be a good
telesales professional.
Different sales trainers will
have different opinions on this
subject from 'You have to be a
closer to be a good sales
person', 'You have to be able to
deal with objections' to 'You
have to know your client'. All
of these points are absolutely
true.
However, in my opinion all of
the points that I have mentioned
are useless unless you listen.
You need to be a good listener
in order to be a good sales
person. It's OK being good at
objection handling, but if you
can't hear the objection, you
can't overcome the objection and
if you can't overcome the
objection you can't close the
deal. Fact.
So what do you need to do in
order to be a good listener?
Well the first thing to do is
relax. I know that may sound
obvious but so many people, when
selling, get hyped up, mentally
stressed, talk too much and
don't listen. You then begin
interrupting and talking over
prospects. Once that happens you
will begin to go into a
telesales tail spin and then
it's just a matter of time
before the deal slips through
your fingers.
So, if you have had your fair
share of deals blow out this
month and you are not sure why
it keeps happening then I
wouldn't be surprised if it was
down to not listening.
Here's a quick lesson that will
show you almost immediate
results.
On your next telesales
presentation just try and relax.
Take the attitude that it
doesn't matter if the deal comes
in or not. If you do this, you
will notice that your voice will
slow down. If you slow down you
are less likely to interrupt
people so you're less likely to
annoy people. If you're speaking
slower, your conversation will
sound ordinary and your client
will be more relaxed and more
likely to talk to you for
longer. If your client talks
more, you'll find out what they
like and don't like about your
product, and then you'll be able
to overcome those objections and
eventually get to the close, and
then the deal should be yours.
So the moral of the story is, if
you want to listen better, then
just relax.
By: Julian Blee