people always ask me
What should I do to be more effective on the phone and so and my initial response always begins with something that sounds like this?
Well, let me first tell you [what] you need to stop doing there are some mistakes that
Most sales people are making right [now] on the phone and it is killing their sales calls because the prospect is
Immediately repelled by what they're doing. I mean put yourself in the mind of your prospect
Do you want to receive sales calls of course not not to mention that the typical?
[high-level] prospect is receiving anywhere from five to even twenty five sales calls a day that can mean
Hundreds of sales calls every week so how do you break through the clutter now?
I want to be clear this doesn't mean that you should just suddenly
Stop making sales calls because a lot of people are doing it a rather ensure that you're not making these
Crushing mistakes that most [salespeople] make in this video. I'm going to show you
Seven phone sales mistakes that most [salespeople] make check it out
Number one calling at [10] o'clock and 2 o'clock
Most sales people do their calling when after they've been in the office for a while
You know it's so comfortable to come in and check your emails get your coffee
Go through some more paperwork
And then start making your calls at 10 o'clock and 2 o'clock but unfortunately your competitors are [doing] the same thing
Plus your prospects are most likely to [actually] be really busy at these times because this is when most meetings are actually scheduled
instead try calling early in the morning or during life time or
later in the evening
even try calling on Saturdays
this is going to be much more likely to get you through to [that] high level Decision Maker number 2
Opening with how are you now there is no more
Overplayed opening to a call than this hey, how are you today?
[it's] annoying and immediately gives you away as a salesperson get to the point
Drop the how are you?
Instead you something that's going to break through and not sound like all the other sales people out there number three
Using the sales voice now you may have heard this in my last [roleplay], but next time you make a sales call [I]
Challenge you to actually
Record your voice and by the way
You don't need to record the whole call just record your voice on your side of the conversation that means you could use your iphone
Or a quarter or a microphone just getting your side of the conversation [and] listen to just your voice
Do you sound like the normal you like the you who talks to their family or a friend?
Or do you sound just a little more salesy listen to the tone of your voice that bitch?
prospects picked up on this change in your tone of voice and it is immediately giving you [a] [way] as a
Salesperson number four
pitching on the phone and by pitching I mean literally pitching their offer at a prospect now a
Prospecting call is never a time to pitch your offering instead it's time to
Understand whether it just makes sense to set a meeting and the goal of that call if it goes well is to set the meeting
Not make a sale, not sell that person this time is not about you and your offering but instead
[it's] [a] time to focus on the prospect to ask them questions [to] really find out whether a
meeting even make sense number five
Not focusing on them the only person who ever matters during a prospecting call is who?
Exactly the prospect sales people so often we can get caught up and how great our offering is
That we can actually forget who really matters and that is the buyer
So be sure to ask them questions about their key challenges to assess whether there's a fit
What you offer is irrelevant in that initial call? What matters is the net mistake number six?
unclear goals for the call there is only ever
One goal for any prospect call and I've already given it away
and by the way that goal is not to sell the prospect the goal is to schedule a
Meeting get very very clear on what you're looking to accomplish in any call
Stop trying to sell prospects on those initial calls and instead get clear that your only goal
Is that scheduled meeting mistake number seven no?
Scheduled next step and so what I mean by [it] is is that so many [salespeople] [can] do a great job on a call?
But then end the call with hey, you know what I'll get back to you shortly
[or] I'll send you some [information] and then reach back [out], but you know what this is actually putting you at a tremendous disadvantage
[the] goal of the call is not to have to try to call them again and chase them around and
Hopefully you find them you need to set
Schedule the next steps that means using your calendar your online calendar whether it's Google
or Outlook or whatever it is you want to schedule a next step that is agreed to on both sides, so
Always end any successful call with a scheduled next step that means that a calendar invite should go out
immediately
After the successful call everything must be scheduled after that initial call
So there are the seven phone sales mistakes that most sales people make I want to hear from you
Which of these mistakes have you made in the past?
Be sure to share below in the comment section
And I will be sure to respond to every comment that I can get to and if you enjoyed this video
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until next week
you