How sell a product or service by telephone

The 7 basic points in the sale of products by telephone

0. INTRODUCCION
The 7 basic points in the sale of products by telephone. Structure of the dosier.

I. Reasons BY WHICH MAKE AN AVAILABLE COURSE BY TELEPHONE
Tangible profits provided by an available course by telephone.

 
Ii. The THEATRE IN THE TELEPHONE SALE

They explain technical and procedures in that it can practise the learnt, by means of “theatres”.

 
Iii. Some IDEAS THAT CAN HELP To MOTIVATE YOU  And To WORK WITH MAIN EFFECTIVENESS

After consulting with psychologists that work with sportsmen in centres of tall performance and to consult with professionals of the motivation, in this chapter give ideas of how work with  motivation and effectiveness.

 
Iv. PREPARACION Before THE CALLS. The GUION

A lot of calls of telephone fracasan before descolgar the telephone. In this chapter speaks of how has to have prepared the place of the vendor before doing a call.

To write this chapter has consulted with prestigious publicistas that are authentic masters in the editorial of texts “ persuasivos “.
 
Iv.1 The Script: The profits to elaborate a script, and how can elaborate . How elaborate a script that “ do not sound ” to telemarketing. Although many times it finish improvising, with a script  is  simpler to improvise.
Iv.2 The Chip of the Client


V. PRESENTACION. ANALISIS Of NEEDS. Objections. Closing
 
V.1 Presentation and first sentences: the first 15, 20 seconds.
Here it is where a vendor plays that they listen him: or they will hear “him”, or they will hang him the telephone.

V.2 Analyses of needs.
It begins when descuelgan the telephone just across the line. It explains a rational form to analyse the needs of the client.

V.3 How treat the objections.
It explains the optimum way of rebatir to the client

V.4 Closing.
It is the main cause of failure of the vendor, not knowing close. They explain technicians of closing that are checked that work.


I saw. The FILTER OF THE SECRETARY. The MAILING. The PAGINA WEB
 
I saw.1 Introduction
 
I saw.2 How avert the “already will explain it to him I to my “boss/to”

I saw.3 Information written, suitability of his sending. Web
 
I saw.3.1 When it recommends send information by writing before having called for the first time to the client

I saw.3.2 When it calls to the client without having sent information written and this requests it
 
I saw.3.3 The creation of a web page can be a big help
 
I saw.4 How concertar the second call, or rellamada
 
I saw.4.1 The chip client. I saw.4.2 practical Councils
 
I saw.5 How proceed when they say us that it will be the manager the one who will call us to us
 
I saw.6. How leave messages in the answering machine
 
I saw.7 How ask the mobile telephone of the manager

 
Vii. Councils PRACTICOS
 
Vii.1 Characteristics of the listings. Where achieve listings, for example of Companies of New Creation ( interesting since they still do not have fixed providers) Preparation of listings. Several methods of obtaining of listings, some free. How expand listings.

Vii.2. Request of references. A formula checked that works: the request of names of future clients to the clients already facts.

Vii.3 The amazing discovery of the neurons mirror and the importance  that can have these during a telephone call ( and in a face-to-face sale )

Vii.4 Creation of a manual of the product

Vii.5 How request the data of the client: the banking account, or the number of card not to lose the sale. The runway of payment a surer method that the card so that the client can buy by telephone.

Vii.6 Dominate the product is essential

Vii.7 How work comfortably

Vii.8 Words and positive expressions. Words and negative expressions
There are words and positive expressions that they can help in a sale. There are words how “problem”, “no”, “agreement”…etc., that can ruin a telephone sale

Vii.9 How schedule the calls. Find time to call. Ratios
To improve it is necessary to split to know where are:  that results are obtaining

Vii.10 Hours tip. Advisable schedules. Rests. The room of rest

Vii.11 Record to the vendor

Vii.12 Order in the calls. A simple council to avert neglect calls
( So only knowing his number of telephone,  can know that company is the headline of this number )

Vii.13 Utilisation of a fictitious name

Vii.14  Management of the Time. (A lot of commercial achieve more resulted since, without losing the quality of the same,  do more calls )

Vii.15 Four basic councils to the hour to hire to a vendor.


Viii. Control

In this chapter round-up all the appearances that it is necessary to take in a call. Telephone smile, personalización, listens active, closing, presentation and first sentences, rellamada, treatment of objections, command of the product, declamación, pauses.


Ix PROGRAMS INFORMATICOS

It explains how apply the computer resources to improve the results. It shows how simplify the work of the vendor, and save time in the management of the calls.


X. The PAPER OF THE COORDINATOR

It explains the work of the coordinator, how would be idóneamente his function.


Xi. The REUNION WEEKLY Or TWICE-WEEKLY

It speaks of the periodic meetings that idóneamente would have to celebrate .


Xii. PILOT test To THE HOME OF THE CALLS TO LAUNCH A NEW PRODUCT. How NO DESAPROVECHAR “A STUDIO OF POTENTIAL” MARKET WHILE it CALLS

It explains a methodology to be able to initiate a campaign of a new product adapting it to the needs of the client. It explains a methodology to be able to take advantage of the calls that issue to know better the market


Xiii. I talk BY STEPS

Through a talk of a fictitious telephone call, see real examples of how apply many of the indications of the dosier.



Bibliography

It contains a complete bibliography of 75 books to be able to deepen in any one of the appearances that comports the utilisation of the telephone with commercial ends. From books that speak of types of sentences impact but, how others that treat of how improve the form to listen, or how work motivated. They predominate the references of Anglo-Saxon origin.

It can see me in two videos showing my manuals: