Como vender por telefone? 8 técnicas de vendas por telefone que REALMENTE funcionam

Summary

This video presents eight foolproof techniques for mastering phone sales and turning calls into a lucrative goldmine. It emphasizes the power of human connection, particularly how voice tone and emotional engagement can drive successful sales. Key strategies include building immediate rapport, using effective scripts, asking insightful questions, maintaining humility, creating value, adapting language, and leveraging social proof. These techniques are designed to give salespeople an edge over competitors and boost their sales success. The video encourages action, highlighting the importance of practical application alongside theory for achieving elite sales results.

Takeaways

• 😀 The power of phone sales lies in the emotional connection conveyed through voice. Emotion plays a key role in persuading customers to buy.
• 😀 The first technique in phone sales is building immediate rapport with the customer to ensure they stay engaged and interested in the conversation.
• 😀 Avoid immediately offering the product. Instead, focus on creating attention and connection in the first 15 seconds to make the customer receptive.
• 😀 A script is essential for phone sales as it provides structure and guides the conversation, making it more focused and effective.
• 😀 Good scripts should include a strong introduction, qualification questions, a method for recording information, and a smooth handoff to the sales team.
• 😀 Asking the right questions is critical in uncovering the true needs and pain points of the customer, turning a superficial conversation into a deep dialogue.
• 😀 Humility in sales is powerful. Asking for permission to proceed shows respect for the customer’s time and makes them more likely to engage.
• 😀 Creating value quickly during the conversation is essential. You need to show the customer that you know something they don’t and that you can help improve their situation.
• 😀 Tailoring your language to match the customer's communication style is crucial for effective sales. Avoid jargon if it’s not suitable for their level of understanding.
• 😀 Social proof is a powerful tool in sales. Demonstrating past successes, particularly with competitors, makes your product or service more credible and attractive.

Q & A

Why is the human voice so important in phone sales?

The human voice carries emotion, connection, and persuasion. It plays a crucial role in communication, as tone and delivery can influence a customer's decision more than just the words themselves. The voice can convey empathy and urgency, which can be key in making sales over the phone.

What is RAPOR, and why is it important in phone sales?

RAPOR is a strategy to establish rapport quickly with a client by building trust and making them feel comfortable. It's important because it allows you to engage the customer in a genuine way, break the ice, and create a lasting connection that keeps them interested in continuing the conversation.

How can I effectively use a script in phone sales?

A script provides a structured approach to your calls, ensuring you know exactly what to say, how to say it, and when to make key points. It acts as a guide, helping you maintain focus, ask the right questions, and ensure no crucial information is missed. However, it’s important not to sound robotic—adapt the script as needed.

What is the importance of asking the right questions during a sales call?

Asking the right questions helps uncover the client’s real needs, concerns, and pain points. This allows you to better understand their situation and tailor your offering accordingly, making the conversation more engaging and relevant to the customer.

How can humility improve my phone sales success?

Humility helps build rapport and shows respect for the customer’s time and perspective. When you approach a sales call with humility, you're more likely to listen actively, ask insightful questions, and understand the client’s needs, leading to a more positive and productive conversation.

What does 'creating value' mean in the context of phone sales?

Creating value means demonstrating to the customer how your product or service can directly improve their life or solve a specific problem. Instead of just focusing on the features of the product, you emphasize the benefits and outcomes the customer will experience.

Why is it important to adapt my language to the customer's level?

Adapting your language helps ensure clear communication. If you use overly technical terms with a non-technical client, it could create confusion or objections. Speaking at the client’s level shows empathy and makes them feel understood, leading to a smoother conversation and reducing potential barriers.

How can social proof enhance a sales call?

Social proof is a powerful tool in sales because it shows potential customers that others have already trusted and benefited from your service or product. By sharing success stories, testimonials, or examples of how your product has helped similar clients, you increase credibility and trust.

What common mistakes should I avoid when using a script in sales calls?

Avoid sounding robotic or overly scripted. A script should guide the conversation, not dominate it. It’s also crucial to not focus too much on your product at the start of the call—first, build rapport and focus on the customer’s needs before transitioning to your offering.

How can I measure if I'm effectively creating value during a sales call?

You can measure this by evaluating whether the customer leaves the call with more knowledge than they had before. If they’ve learned something new about their situation or your product that could help them, it indicates that you're successfully creating value.