Cómo prepararse para vender por teléfono

Antes de empezar a vender por teléfono, deberías prepararte bien. Una falta de preparación dificulta el éxito en la venta telefónica.

Prepararse bien para vender por teléfono no garantiza el éxito pero hace mucho más fácil llegar a los objetivos de venta.Ya lo dijo el presidente americano Frankin D. Roosevelt en relación a la intervención americana en la Segunda Guerra Mundial, no pepararse para algo es prepararse para el fracaso.

Prepararse para vender por teléfono

Antes de empezar a llamar por teléfono a los clientes para intentar venderles algo, es necesario que te prepares para vender. Se trata de preparar la mente y diseñar un entorno favorable a la venta telefónica.

Cuanto más preparado estés para la venta telefónica, más fácil será alcanzar el éxito. Aunque la preparación exige dedicar un cierto tiempo, las ventajas de preparar bien la venta compensan con mucho el tiempo que le has dedicado a prepararte, y las ventajas se notan sin tardar demasiado.

Para muchos vendedores, hacer una llamada al cliente es la primera etapa de la venta. De hecho, venta telefónica es para muchos sinónimo de esa primera llamada a un posible cliente. Pero hoy en día la venta telefónica incluye todas las fases del proceso de ventas.

Aprender a vender por teléfono es una habilidad muy demandada en el mundo de la venta. Pero vender por teléfono también se valora entre otros colectivos dentro de la empresa, no sólo entre los vendedores propiamente dichos.

Para muchos vendedores, el aspecto más difícil es hacer la primera llamada a un posible cliente, lo que se conoce como llamar en frío o cold calling.

Una manera de hacer este tipo de llamadas más atractivas para los vendedores es hacer que dejen de ser llamadas en frío para pasar a ser llamadas introductorias, es decir una llamada en la que te vas a presentar tú y tu empresa al posible cliente.

Aunque cambie la perspectiva de la llamada, eso no significa que no debas prepararla bien antes de coger el teléfono y marcar el número del posible cliente. Una de las cosas que debes conocer sobre este tipo de llamadas es el objetivo que se persigue. De esta manera tendrás una actitud realista sobre este tipo de actividad de creación de negocio para cualquier empresa.

La venta telefónica no tiene resultados tan inmediatos como otros aspectos del negocio, como puede ser una campaña de publicidad por parte del departamento de marketing. Por eso, cuando empiezas a vender por teléfono debes tener claro que los resultados no van a llegar al día siguiente de empezar a llamar.

Here are some cold calling tips you’ll need to know.

  1. Know your Prospects
    Before you pick up the phone, do a general Google search on each prospect, their company and what they do. Find out as much as possible on each prospective client. In this way, you can strictly tailor your sales approach to the person you’re going to talk to. When you use a script for every call it can seem impersonal and people are more likely to hang up the phone.

To maneuver around this, create a general sales pitch template that you can easily personalize with specific details. If it seems that you’re just reading from a script, your chances of getting the sale are much lower. You should put in the front-end effort to research and better understand your prospects. Therefore, you’ll be able to form a more genuine connection.

Research what business or industry the company is in.
Find out why and how your product/service can help them.
Communicate the added value that you will add to their business lives.
Aside from the generic Google search, utilize the many different technology-based platforms available to even better understand this new lead. Build a complete profile of your prospects by checking their social media presence, LinkedIn account, and online reviews, giving you great insight into what they share, in what they’re interested in and what service you could provide them with.

  1. Collect the Information in the Right Way
    After you’ve collected all the information on your prospect, it’s important to organize it in a useful and efficient manner.

Your success in sales depends a lot on how organized you keep client data. This often means having a contact management tool to compile all the information in one place. In such a way you have a good picture of your potential future clients.

RECOMMENDED FOR YOU
Webcast, March 5th: How AI Can Find Opportunities and Shorten Your Sales Cycles
REGISTER NOW
Let’s say that while you’re on a call, the information you need just doesn’t come to your mind. You frantically start looking around to find that tiny piece of paper on which you wrote it. After huffing through your things, you can’t seem to find it anywhere and you’ve lost the sale in the process.

Organizing all your client and prospect information in one database helps you avoid these stressful situations. You can stay organized and be prepared for your cold calling endeavors.

  1. Think about your Positioning
    While you prepare your cold calling sales pitch, remember to put yourself in your prospects’ shoes. Doing this allows you to take some time to self-reflect and think about the reactions to your sales approach. We’ve all experienced being cold-called, and too often it comes off as overly assertive and the salesperson sounds like a faceless robot.

Take the time to “cold call” yourself, paying attention to how you come off. It is useful practicing how you would approach both bigger and smaller companies/clients. Taking this extra time to practice will help you form real relationships with the people on the other end of the line.

  1. Prepare a Good Script
    Having a script or template to base your calls on will help you stay on track and clearly convey your message. When you begin to write your script, start out with a strong presentation sentence clearly identifying yourself. Introducing yourself from the get go will keep people from immediately hanging up on you. Furthermore, your potential clients will enjoy having a name associated with your company or product

Second, ask if they’re available and if they have time to speak. Make it clear that you’re not going to waste their time and you call will only be a few minutes at most. Demonstrate respect for their time. Specifically, make it clear you appreciate them taking some time to help you get to know them better.

Once you’ve introduced yourself and expressed your appreciation, you can go ahead and communicate why you are calling and the services and value you’re going to bring them. But be careful not to sound like you think they’re doing something wrong, just mention how and why you think you could help them and make their lives better.

Provide a concrete example of what you have done for other companies and clients. This will help engage the prospect and allow them to have a better idea of how your product/service could be used.

Finally, just remember not to read the script verbatim. Engage in a real conversation and get to know who you’re talking to!

  1. Practice
    Practice is crucial to developing your skills in any field, and cold calling is no exception. Make trial calls with your colleagues, ask them to be the mean, difficult to deal with client and prepare yourself for the worst! Try to explore every possible answer to the weirdest questions from prospects. You have to be ready for anything once you pick up the phones and begin making calls.

Getting an overview of what could possibly happen in your cold calls will help you to figure out how to make them more successful.

  1. Keep It Short

Don’t overtalk. If you jump right into your sales pitch, your potential client’s first impression will be that you’re wasting their time.
Draft your script to be short and sweet.
Try to be as brief as possible in your first few sentences
Once the person expresses an interest in your product/service you can go deeper into your product details.

Remember that if you keep talking and talking, your prospect will stop paying attention. You should use your sentences wisely, keeping your information relevant!

With all the preparation you’ve done, you should be able to deliver your message accurately and efficiently, while keeping it tailored. Preparation is the key to making a successful cold call.