Do you still find yourself using the phone a lot
in selling situations?
If you do, that's really good
because I'm still finding that the phone
is still our best friend.
There's been so much focus on all of the other technologies,
whether it's email, or social media, or Zoom,
or whatever it is.
But ultimately,
the phone is still a sales person's best friend.
It's really effective for prospecting
and it's really effective for other phases of the sale.
So in this video,
I'm going to show you seven absolutely critical keys
to sell over the phone.
Check it out.
(bright music)
Number One- Data is everything.
This is really disappointing to a lot of people
and they get really annoyed about this particular idea.
But the reality is that
if you are making dials to prospects,
but the data that you have,
the phone numbers
or the information that you were calling from
is not really accurate,
you are going to be wasting a huge amount of time
and you are going to be banging your head
against the wall time and time again.
We have, as an organization, we make a lot of dials
and we have found
that depending on where we get our data from,
that can mean an answer rate of 3%,
or it can mean an answer rate of 40%.
So the effectiveness of our data is so important
because just getting people on the phone is difficult.
So you want to make sure,
if you're going to put through the effort
of making sure you're getting people on the phone,
make sure that the information that you're using to call,
in terms of the phone numbers, is right.
And that the information on the actual prospect is accurate.
So that way, when you get them on the phone
and you start talking about the company that they're at,
they're not saying,
"Oh, well, I left that company three years ago."
Right?
You want to have that accurate data.
Number Two- Hyper-personalize everything.
The more we are personalizing our outreach on the phone,
the more successful we're going to be.
Prospects are so weary of telemarketers.
Prospects are so weary of just salespeople
who are just dialing all day long.
And so what we can do to really stand out
is really personalize our message to our prospect,
to show them that we know who they are, what's going on,
where they are, what company they work at,
all that stuff
to make sure that we know exactly who they are.
And so that way, they're much more likely to open up
because they're saying to themselves,
"This person's done their homework,
I'm willing to talk to them."
Number Three- Power dial.
Power dialers are one of the best pieces of technology
for those of us
that are making consistent prospecting calls.
There is nothing more wonky and slow
than having to physically dial a number on a phone.
But if you're using a power dialing system
that allows you to make dials with your computer,
and then as soon as that call ends, you go to the next,
that is going to increase the number of dials
that you can make in an hour significantly.
We have folks in our team that are able to make
up to 80 dials an hour, leveraging power dialing technology.
Most people, it takes salespeople an entire day
to make 80 dials.
We see people can do it in an hour
if it's using the right technology.
So power dialers can be a huge piece of leverage.
Number Four- Don't cold call.
So you're saying,
"Wait, isn't this whole conversation
about how to make cold calls?"
No, it's about how to use the phone for sales.
Cold calling is old school and unnecessary.
You don't have to make a purely cold dial to anyone
because there's other ways
that you can reach out to your prospects first
in order to start to warm up that relationship.
So that way, by time you make that first dial,
they're likely to, if they answer the phone,
know who you are.
So leverage other mediums that are going to allow you
to make sure that they actually have an idea
as to who you are.
Maybe it's email, maybe it's LinkedIn,
maybe it's other social media platforms,
but leverage other mediums first.
So that way you can warm up the relationship a little
before you get them on the phone.
Number Five- Know your script.
So you've gone through all this effort,
dialing many, many people,
and you finally get someone to answer the phone.
What do you say?
Most salespeople wing it.
They don't even have a script in front of them.
And it's crazy to me.
It's so hard to actually get someone on the phone
that don't you want to make sure
that when you actually get them on the phone,
what you're saying is on-point?
Of course.
People always say to me,
"Well, I don't want to use a script
because then I'll sound scripted."
That's ridiculous.
If you sound scripted when you follow a script,
it means that you're just bad at reading the script.
All it means is practice the script a little bit
so you don't sound scripted.
Using a script does not mean
that you're going to sound scripted.
If you sound scripted,
it's because you're bad at using a script.
Get better at it.
You must have a script.
I have never seen a top performing sales person
that can make good, consistent dials
and not use a script, period.
You have to know exactly what you're going to say
when you actually get them on the phone.
If only 10% of people actually answer the phone,
that means you're doing a tremendous amount of work
just to get that person to answer the phone.
So make sure that you know exactly what you're going to say
as soon as you get them on.
So important.
Number Six- One call is not enough.
Salespeople often just give up on prospects too early.
They make one dial, maybe two,
and then they give up on the prospect.
But the reality is
that people don't answer their phones all the time.
And there could be a lot of different reasons
as to why they're not answering the phone.
So if you're only making one dial to each prospect,
you're very unlikely to get through to most of those people.
You need to make a number of dials
over maybe a significant period of time.
But a number of dials over a couple of weeks,
trying with different times, different times of day,
different days of the week, you never know,
but make multiple calls to that same person
over a period of time.
Number Seven- Get the next step.
So this is really important.
The goal of a prospecting call is not to sell the prospect.
It is simply to get that next step in place,
to schedule a conversation, to schedule that next step.
So no matter where you are in the sales process,
chances are the focus is not going to be on closing the sale
while you're on the phone.
It's going to be on getting that next step.
So be very clear
on what your next step is going to look like
and focus on only setting that.
The more you can hold sales together
with these clear next steps,
the more likely you are ultimately to close those deals.
So there are seven absolutely critical keys
to sell over the phone.
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