Técnicas para vender no telefone que FECHAM vendas

Summary

This video reveals seven powerful phone sales techniques to significantly boost conversion rates. By applying these strategies, such as mirroring the customer's communication style, handling objections with empathy, asking insightful questions, and using persuasive language, sellers can effectively build trust and close deals. Additionally, methods like gaining agreement through small 'yeses,' removing risks with case studies, and offering guarantees will enhance the sales process. The video offers practical advice for both new and experienced salespeople to refine their approach and maximize results.

Takeaways

• 😀 Mirroring: Replicate your potential customer's communication style (speed, tone, words) to build trust and connection.
• 😀 ARPA Technique: Acknowledge objections, respond thoughtfully, and pivot the conversation to reframe the customer's perspective.
• 😀 Ask More Questions: Effective salespeople excel in asking the right questions to understand the customer's problem and build awareness.
• 😀 Active Listening: Focus more on listening than speaking to truly understand the customer's needs and increase influence.
• 😀 Presumed Language: Guide the conversation with intentional, leading language to steer the customer toward a decision.
• 😀 Small Commitments: Secure small 'yes' responses throughout the conversation to progressively build the customer's commitment.
• 😀 Remove Threats to 'Yes': Address and remove any doubts or concerns by sharing success stories, case studies, or offering guarantees.
• 😀 Objection Reframing: Reframe objections as opportunities to provide additional value and deeper insights to the customer.
• 😀 Be Consultative: The goal is to help the customer understand their problem and realize the value your solution provides.
• 😀 Build Emotional Connection: Understand the customer’s emotional state and synchronize your approach to align with their pace and expectations.

Q & A

What is the main purpose of mirroring (espelhamento) in sales?

Mirroring in sales helps establish trust and rapport with the client by matching their communication style, such as the speed of speech or choice of words. This subconscious connection makes the client feel more comfortable and increases the chances of closing the deal.

How does the 'ARPA' technique work in handling objections?

The ARPA technique involves recognizing, responding to, and pivoting objections. When a client expresses concerns (like pricing or needing to consult others), the salesperson first acknowledges the objection, then rephrases or responds with a new question that shifts the client's perspective, leading to a resolution or further discussion.

Why is asking the right questions so crucial in sales?

Asking the right questions helps the salesperson understand the client's problem better, enhances the client’s awareness of their issue, and creates a vision of how the product or service can transform their situation. This method is essential for building trust and moving towards the sale.

What is the difference between amateur and professional salespeople in terms of questioning?

Amateur salespeople tend to ask basic or generic questions, while professional salespeople ask more insightful and strategic questions, such as implication and need-based questions, which help the client recognize their problem and see the value in the solution offered.

How does active listening improve sales performance?

Active listening improves sales performance by allowing the salesperson to fully understand the client's needs and concerns. This enables the salesperson to tailor their approach and offer solutions that resonate more with the client, ultimately increasing the likelihood of closing the sale.

What role does presumed language play in guiding a sales conversation?

Presumed language helps steer the conversation in the direction the salesperson wants by making assumptions or suggestions that guide the client towards a specific decision. It keeps the conversation focused on the solution and leads the client toward making a final commitment.

How can a salesperson obtain small 'yes' responses throughout the sales process?

A salesperson can obtain small 'yes' responses by leading the client through a series of questions that gradually build agreement. For example, starting with questions about the importance of solving the client's problem, then showing how the solution addresses those needs, and ultimately guiding them to agree on the investment required.

Why is it important to remove threats to the client's 'yes' during the sales process?

Clients may hesitate to say 'yes' due to fear of failure or risk. Removing these threats involves showing successful case studies, providing guarantees, and ensuring the client feels confident that the solution will work for them. This helps eliminate doubts and leads to a smoother closing process.

What is the ultimate goal of sales questions, according to the script?

The ultimate goal of sales questions is not just to close a sale, but to help the client better understand their own situation. By asking the right questions, the salesperson facilitates the client’s journey towards a more informed decision, ultimately leading to a mutually beneficial outcome.

How can a salesperson use the client's objection as an opportunity for further discussion?

Instead of reacting emotionally to an objection, a salesperson should acknowledge it and reframe the discussion. For example, if a client says they need to consult with someone else, the salesperson can suggest a joint meeting, allowing the client to bring in the necessary decision-makers while providing additional value.