PHONE SALES TECHNIQUES THAT CLOSE (MY TOP 7)

Summary

In this video, the presenter shares seven powerful tips for improving phone sales. Key strategies include mirroring the prospect’s tone, pace, and personality to build rapport, and using the 'ping' method (acknowledge, respond, pivot) to handle objections effectively. Additional advice includes asking more open-ended questions, mastering the power of silence, using assumptive language to guide the conversation, gaining agreement, and removing the threat of saying 'yes' by providing strong value propositions. These tips are designed to help salespeople build trust, stay in control, and close deals successfully over the phone.

Takeaways

• 😀 Mirror and match the prospect's tone, pace, and personality to build rapport and increase sales effectiveness.
• 😀 Use the 'R.P.' method (Acknowledge, Respond, Pivot) to keep the conversation flowing and handle objections effectively.
• 😀 Ask open-ended questions to encourage prospects to talk more, helping you understand their needs better and improve service.
• 😀 Master the art of silence. After asking a question, let the prospect think and respond without interrupting, creating space for deeper insights.
• 😀 Use assumptive language to take control of the conversation and guide it toward the desired outcome with confidence.
• 😀 Gain agreement throughout the conversation by using phrases like 'Does that make sense?' or 'Fair enough?' to ensure alignment with the prospect.
• 😀 Remove the threat of saying 'yes' by offering a strong value proposition that mitigates any perceived risks or hesitations.
• 😀 Understand the different personality types to tailor your communication strategy for more effective interactions (e.g., analytical vs. emotional).
• 😀 Focus on serving the prospect's needs instead of aggressively selling to them. The goal is to recommend the best solution based on their situation.
• 😀 Establish trust by providing clear guarantees or flexible structures that remove uncertainty and make it easier for prospects to commit.

Q & A

What does 'mirror and match' mean in phone sales?

It means adjusting your tone, pace, and personality to align with the prospect. If they speak loudly or quickly, you do the same, or if they speak softly and slowly, you match that. Also, tailoring your approach to the prospect's personality type, such as focusing on numbers for analytical personalities, is essential.

Why is the ARP (Acknowledge, Respond, Pivot) method important in sales?

ARP helps keep the conversation flowing when a prospect raises objections. You acknowledge their concern, respond to it, and then pivot to the next question or topic to prevent the conversation from stalling.

How can asking more questions improve phone sales?

Asking open-ended questions allows you to understand the prospect's needs and concerns, which helps you tailor your pitch. Listening carefully to their responses enables you to serve them better, following the principle of reverse selling.

What role does silence play in phone sales?

Silence is a powerful tool that allows the prospect to think and respond. After asking a question, especially a tough one, pausing and not interrupting gives the prospect time to answer fully and shows you're actively listening.

What is 'assumptive language' in sales, and why is it useful?

Assumptive language involves using phrases like 'Let’s do this' or 'Here’s what we’ll do next.' This approach helps maintain control of the conversation, guiding the prospect towards making a decision and signaling that you are confident about moving forward.

How does gaining agreement help in phone sales?

Gaining agreement involves asking questions like 'Does that make sense?' or 'Do you see how this could work?' This confirms that both you and the prospect are on the same page, helping to build rapport and trust.

What does 'removing the threat of saying yes' mean in sales?

It refers to addressing the prospect’s concerns and reducing any risks they feel about committing to your product or service. Offering guarantees or flexible terms can help eliminate doubts and make it easier for the prospect to say 'yes.'

How can understanding personality types impact phone sales?

Understanding personality types allows you to tailor your approach. For example, analytical personalities appreciate data and facts, while expressive personalities might respond better to emotional appeals. Matching your style to theirs increases the likelihood of a successful outcome.

What is the significance of 'shutting up and listening' in phone sales?

Listening more than talking shows the prospect that you're paying attention to their needs. It's crucial to let them speak without interruption, especially after asking a question, so you can gain valuable insights and respond appropriately.

Why should you focus on serving rather than selling in phone sales?

By focusing on serving the prospect rather than selling, you shift the conversation towards understanding their needs and providing a solution. This approach builds trust and increases the chances of closing a deal because the prospect feels understood rather than pressured.