today i am bringing you tips for how to
sell a product
over the phone old school because these
days
there is a lot more business being done
over the phone
and a lot less business being done face
to face so stay tuned and i'm going to
give you some critical tips
to help you close more deals on the
phone
[Music]
hi i'm amy walker i am a client
acquisition specialist and my job is to
help you find the simplest
most efficient effective ways to
consistently acquire your ideal client
and today we are talking about phone
sales how do you close more deals
when you're not face to face this can be
a little bit tricky because to be honest
being face to face like you pick up on
the vibe of the person right like
you can feel them you know like trust
them you see them
it's easier to establish that connection
more quickly
but right now people are a little
hesitant about being face to face
and so a lot of people are digging on
using the phone in order to close
more deals so in today's video here's
what you're going to find i'm going to
tell you the biggest mistakes people
make when they're selling over the phone
i'm going to give you some usable tips
and strategies that you can have to
close more deals and then i'm going to
share with you the vocal cues
that people give you when they are
either getting
more excited or they are getting less
excited about your product that you are
selling
so let's jump into it before we do if
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three times a week okay biggest mistakes
people make over the phone there's a few
but the number one is that they sound
boring okay i
remember when i first was starting to
sell and i was doing phone
appointments that one of my mentors said
record yourself
and then let me listen so i recorded
myself
um and i i just it was very old school i
don't even remember how i did it it was
probably like a
like a tape player with a record button
i don't even know but i recorded myself
and it was just me i wasn't recording
the other person which by the way
that's a legal thing you cannot legally
record somebody else so it was like an
external thing recording just me
and i played it back and i was like oh
my gosh
i sound so boring on the phone
and what i realized is i thought like
face to face it would have been fine
right like you can see my facial
expressions you can see that i'm
moving my hands you can see that i'm
moving my eyebrows which i
do tend to move a lot so you can see
that there's life in this person
well on the phone all that was coming
across was my voice
and i don't really like go real deep and
i don't really go real high when i'm
talking normally
and my volume is all kind of consistent
and so on the phone
it was coming through sounding like
and it was so boring so one thing that
i recommend that you do is increase the
energy level on the phone
to what would seem in person maybe like
a little bit too much
it will come across on the phone as
being just right
another mistake that people make on the
phone is that they don't
actually establish rapport and
connection and
and so they just kind of jump right into
information you need rapport and
connection
have to do that and then i would say my
third biggest mistake that people make
when they're doing phone sales
is that they just jump in at the very
beginning and just
ask for a sales conversation instead of
actually
establishing a relationship it's kind of
like walking up to some stranger on the
street and being like
tap tap tap on the shoulder hey would
you like to buy my stuff
and they're like i don't think so no
thank you
and they walk away so what we want to do
is we want to create a better context
for us to be more successful for selling
on the phone
so let's jump into some tips tip number
one build rapport
early in the sales conversation like
right when you're very
first talking with them establish a
relationship
find out what their needs are tell them
a little bit about you share your brand
story and so that you can create
connection really early on in the sales
conversation
that's critical so that you have the no
like and trustability that it takes for
them to say yes
down the road in the sales conversation
step number two
is that you need an irresistible ask an
irresistible ask is something that you
it's the first thing that you ask for
and they want to
say yes it's a high value
proposition that they want to say yes to
if i reach out to you and i say hey
would you like to have a sales call with
me
you're probably like well no thank you
amy i'm good
but if i reach out to you and i say hey
have you had a chance to get my sales
book for free
or hey have you had a chance to take our
sales and marketing scorecard assessment
for free that's something that you're
gonna be more like oh no but i
that sounds cool i'd like to where do i
go to get that so you need an
irresistible ask that you can put out in
the front end
so that when you have that first
conversation
what you're asking them to do is not to
buy
not to have a sales conversation it's
you're asking them can i give you
something that's
massively valuable that is going to make
your life
easier and they'll be like yes let's do
it
that makes all future conversations so
much easier tip number three when you're
on the phone
there's this disconnect that happens and
people can be
multitasking they can be doing other
things they can be like doing the dishes
and other things and so i recommend that
you
at the beginning of the sales
conversations you set the intentions and
you set the context
so when i set sales intentions at the
beginning of a conversation
i always tell them exactly what we're
going to do you know
first we're going to analyze your
business and we're going to figure out
what's working what's not working
second i'm going to create an
improvement plan for you and third if it
looks like we'd be a good fit for each
other i'd love to tell you how my
services work
does that sound good for you and then
they'll say yes they'll say great
so i am going to be going over a good
bit of information i recommend that you
are in a place where you can take notes
and
either have your laptop up or have a pen
and paper are you good to go with that
and they'll be like oh you know what
let me get into my office real quick
here and
now i've created the intentions for the
call and i've set the context for the
call
and they will be more focused and more
present in that time that we have
together
which is going to help when it comes
time to close the deal
now let's talk about the vocal cues i
told you i was going to tell you some
vocal cues to listen for
body language is great i am a certified
body language expert i love using body
language cues to kind of figure out like
where's the client at what
hesitations are they having but i've
been selling over the phone for a long
time and there's a lot that comes
through just through the voice as well
so let me tell you a couple of things
that i
listen for number one is pacing
okay so i listen to how quickly their
words flow
some people are really slow paced like
every sentence that they say it's gonna
have some
space and some pausing in between
and then other people talk real real
fast like you're hardly gonna get an
word in edgewise and it's going to you
know flow and one word leads to the next
and everything's really quickly paced
so when i'm talking about pacing i'm not
talking about are they slow or fast i'm
talking about when it changes
so if they're really really fast paced
and then all of a sudden they
slow down then what you have said
is really causing them to think if they
are slow paced
and what you and then they really start
to speed up
that where you're at in the conversation
has caused them it's brought up a
fat like an emotion that needs to roll
through so it could be an idea or it
could be a feeling but there's something
that is coming real quick
and they need to move through it more
quickly why this is important
is because if you've got somebody who
just speaks at the same pace all the
time
you're not really getting deep with them
you're staying very
surface because you haven't broken any
through through anything that's going to
make them really think or feel
and so in that situation you want to be
asking more questions
so that you can get to a deeper level in
the conversation because deals close
when you go deep
the second thing that i look for
is um when they say a statement but it
sounds like a question
like yeah that sounds really good right
so if they say a statement but it sounds
like a question
they're they're questioning that
statement that they just made
and so that is a sign that sometimes
people will say something that sounds
really encouraging
but really they were questioning it as
they said it
and you didn't catch it you didn't pull
it out so there was an unresolved
concern there
then you get to the end of the
conversation you're asking for the yes
and they're not sold on it like they
were doubting that
the whole time they said the right words
but the tone
said otherwise they were questioning
themselves as they said it so listen to
those any positive statements
that the tone ends in a question another
vocal cue to listen for
is throat clearing okay so
especially when they're getting ready to
say yes to close the deal or
anytime throughout your scripting that
you're getting commitments and little
buy-ins
if you've studied with me at all with
sales scripting you know that i believe
in little buy-ins all throughout the
sales conversation
so that they've been making small
commitments throughout so when they say
yes to the program
they've already committed to them change
they've already committed to themselves
they've already committed to the plan
and it's an easier yes
but if you are in those commitment
places and you're asking for commitments
and they're
yeah that sounds good it was hard for
them to say
okay that was hard for them to get out
they choked on those words a little bit
and so you might want to pause firm
up however they're feeling whatever
they're doing so that you can get a more
powerful yes from them
before you move on to the next all right
there you've got it you've got some
strategies that you can use to make your
sales conversations more powerful you've
got some vocal cues that you can listen
for
are there more than that yes but can we
make them all into one
hopefully 10 minute ish video no it
takes a little bit more time than that
so
if this was helpful and you would like
to learn more about vocal cues
let me know in the comments and i'll
know that that's something we should
circle back around to for future content
all right we are wrapping up here and i
want to make sure
that you and i have a chance to connect
and
further our relationship so we don't
just hang out as youtube buddies for the
rest of our lives
i would love to offer you my free sales
and marketing
score card it's an assessment that you
can take that is going to
um be pretty thorough and going through
what are the challenges
and what's working in your sales and
marketing so we can customize an
improvement plan to you
send that to you completely for free and
it's a great way for you to see a little
bit more about what we do
and how our strategies might work for
your business so go down below and grab
that
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and that is it my friends thank you so
much for tuning in
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