8 técnicas de vendas por telefone que são infalíveis

Summary

In this video, Thiago Reis shares eight infallible techniques to improve phone sales with less effort. He emphasizes the importance of using a well-structured script to guide calls, asking open-ended questions to engage prospects, and requesting permission to speak, which fosters respect and attention. Additionally, he advises creating value quickly, avoiding irrelevant details like company tenure, adapting language to suit the client, building trust, and using social proof to eliminate objections. By applying these strategies, sales professionals can close more deals and increase productivity while working smarter, not harder.

Takeaways

• 😀 Use a call script as a guide, but don’t read it verbatim. Training and practice are key to executing it successfully.
• 😀 Ask questions instead of making statements to engage the client and understand their needs better.
• 😀 Always ask for permission at the beginning of a call to respect the client's time and avoid being intrusive.
• 😀 Deliver value early in the conversation by providing relevant, practical insights about the client's industry.
• 😀 Avoid saying, 'We’ve been in the market for X years'—it doesn’t add value to the client and may sound unoriginal.
• 😀 Adapt your language and communication style to match your client's preferences, whether they are more results-focused or detail-oriented.
• 😀 Focus on building trust, as no sale can happen without trust between you and the client.
• 😀 Use social proof by sharing case studies and testimonials from similar businesses to overcome objections.
• 😀 Prepare before your call: list clients you’ve helped, the results you’ve delivered, and key industry insights to make your pitch more effective.
• 😀 A short, focused call can still be very productive if you’re prepared and stay on track, keeping it within a 15-minute window.

Q & A

Why is using a call script important for sales calls?

A call script provides a structured approach for your sales pitch, guiding you through the conversation, ensuring you don’t miss key points, and keeping the call focused. It’s essential for organization and improving performance, but practice and training with the script are what ultimately help achieve success.

What should you avoid when using a sales script during a call?

You should avoid reading the script word-for-word during the call. Instead, use it as a guide to structure your conversation, while ensuring you speak confidently and naturally.

Why is asking questions better than making statements in a sales call?

Asking questions creates a dialogue and invites the customer to engage with you. It helps build rapport, gather information, and identify the client’s needs without sounding aggressive or judgmental.

What is the significance of permission-seeking in a sales call?

Asking for permission at the start of a call shows respect for the other person’s time. It helps establish a polite and professional tone, and gives the client control over the call, making them more open to engaging with you.

How can you establish authority quickly during a sales call?

By offering valuable, industry-specific insights and solutions that directly relate to the client’s business. This demonstrates knowledge and positions you as someone who can genuinely help solve their problems.

Why should you avoid talking too much about how long your company has been in the market?

Focusing on how long your company has been in the market can seem irrelevant to the client. What matters more is how your services directly solve their specific needs and challenges.

How can adapting your language to your client’s communication style help in a sales call?

Adapting your language to suit your client’s preferences (whether more technical or more straightforward) ensures better understanding and keeps the client engaged. This creates a stronger connection and makes it easier for them to absorb the information.

What role does building trust play in a sales call?

Trust is crucial in sales. Without trust, clients are unlikely to take action or follow through. Creating a connection and demonstrating reliability early in the call will make the client feel more comfortable with your offer.

What is social proof, and how does it help in closing sales?

Social proof involves using evidence of previous success with similar clients or within the same industry. This helps eliminate skepticism and builds confidence, as the potential client sees that others in their field have benefited from your services.

What’s the best approach to overcome the initial resistance from a cold call?

Overcome resistance by quickly offering value, showing empathy, and making the conversation about the client’s needs. Instead of diving into a pitch, ask questions to understand their situation and offer practical solutions.