Best Phone Sales Techniques, Tips and How to Avoid Rookie Mistakes

In this article, we cover how to sell over the phone. It includes five phone sales techniques and a bonus tip that you can use on your next call. Listed below are the tips on how to sell over the phone:1) Use open-ended questions to encourage prospects to talk about themselves 2) Pretend like you know what they want (use phrases such as “Oh yeah I understand”) when in reality, don’t pretend anything! 3) Ask them if there is any way for us to work together by getting information from them first before giving out our own productservice info.

How to do phone sales? When you are interviewing for a job, ask the interviewer questions about their company. This will help to identify what they want in an employee and if it is something that appeals to your interests.

When you deal with objections, do not be afraid to ask the customer questions. Often customers will get defensive and say they don’t want anything else or that they already have one of your products. So, how to sell over the phone?

Stay In Control of the Call

I have learned that listening to the prospect is crucial. I need to listen for what they are not saying, so it’s important to ask questions and really hear their response

The other day, I was working on a report for the marketing department. After finishing it up and submitting to my boss, he asked me why there were no numbers in the appendix of this document. When I looked at it again myself, I realized that they were missing because one of them didn’t copy over from Excel.

One of the best sales tricks over phone is discussing the prospects budget early on.

I’m sure you’ve had this experience. I know how frustrating it is to be on the receiving end of a cold call, but what about when you have to contact your cable company?

There are a number of factors that contribute to the lack of sales motivation, and one is coaching. The stigma with salespeople has gotten so bad now that most people would rather communicate through live chats or texts instead of speaking directly.

Ive made some really bad cold calls and demos in the past, but now I know how to do it right. The most important thing is that you don’t have to go through those mistakes.


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Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:Ā 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. šŸ˜€

These are five sales tactics on the phone that I have learned from experience. These mistakes will help you get a better understanding of what not to do when selling over the phone.

1. Find for Interest Signals By Asking Discovery Questions

When sales reps are not successful, they can ask their manager or coach for help. Coaches and managers should provide the right questions to ask but cannot be there when a rep is asking them. Asking these questions requires experience because it will show you what pain signals go along with discovery in order to better understand where things have gone wrong.

When you are building a list of discovery questions, it is important to ask yourself what the end goal will be.

When you are teaching your “Discovery Call 101” class, make sure to align questions with the answer that a prospect would give and eventually show how this alignment will help them get closer to their value prop.

A good commission structure should be a mix of base pay and commissions.

Discovery Question: What are the most common mistakes you have seen with sales teams? Answer or Surface Level Pain Statement: I used to think that base pay and commissions were enough, but now it turns out they’re not. A paycheck is just one part of what motivates people in a job. Pain Statement>Value Proposition>Customer Story (if available): People want more than money for their work; they need clear goals so success can be measured

Ive found that this is a great question to ask when you need the customer to clarify their needs and it helps them feel heard.

2. Practice Handling Objections to Know The Truth

An objection is a response from the prospect to your offer. These can be as straightforward as, No thank you or they may involve more of an explanation like when they say that it doesn’t fit their needs at this time.

I am one of those people who believes that every word a prospect says is an objection.

  • Whats your pricing?
  • What is the implementation time?
  • Is there a free trial?
  • I cant talk right now.

These are all objections!

Understand this:

Ive learned that when I was hiring salespeople, the most effective people were not only overcoming objections but also getting to the truth.

When you think about objections from this perspective, everything changes.

When buyers say, I need to speak with my spouseother decision makers or Call me back later you should have a response ready. You also need a plan for when they respond by saying that they want to think about it.

When I first began hiring salespeople, I just assumed pay along with commissions and bonuses would be enough motivation. However, people are not motivated by base salary alone.

In making sales over the phone, it’s very important to pause and think about what your customer is asking. It could be that you’re making an assumption, or they might have a legitimate questionconcern.

Some sales techniques over the phone, use questions to your advantage and get the information you need from them. Questions can help people think about things in a different way, which is beneficial for both parties.

The truth is that people are scared to hurt your feelings and will avoid saying no by telling you they need time. It’s important not to take this as a sign of interest.

One of the best telephone sales techniques to close a sale is by using one of these ten telephone sales techniques.

3. Stay In Control of the Call

The first thing you need to know when learning how to sell over the phone is that reps can lose control of inbound and outbound calls. This occurs because these types of sales cycles are shorter than usual.

When reps fail to keep control of the call, they don’t take time for discovery and find themselves telling prospects about all their company’s offerings without actually asking them what they need.

The article states that in the past, people were motivated by high base pay and lucrative commissions. It turns out a paycheck is not enough for motivation.

Advice for Inbound Calls: Focus On the Why?

One of the most common phrases that I hear when someone reaches out to me is Can you please take my call?.

When it comes to customer service, Ive found that the simplest and most effective thing is just ask them what they want. If you can’t answer their question with a clear response, don’t try to sell anything.

The person will often want the price or other details, but if you give them what they’re asking for then it may seem like a business transaction and not an opportunity to show how much you care about their needs.

NO!

The best way to avoid this is by doing your research on the company and its products before every call.

The way you ask questions on a call can lead to predictable outcomes. If you want your salespeople to close more deals, then there are some specific ways that they should be asking their prospectsclients about their pain points and needs.

It sounds like you are really passionate about _____ and I will make sure to take that into account. What other questions do you have for me before we get started?

Starting a sales call with the prospect’s interest in mind will help you establish rapport and give them what they want. If this is not done, it can lead to an awkward conversation.

I have found that when I give away all of my information, they are not as likely to buy. It is important for me to provide them with pricing and other details before giving out too much.

Advice for Outbound Calls: Be Human

Phone selling techniques and outbound calls are not the same. It is more difficult to stay in control of an outbound call because there’s a lot more room for mistakes.

The reason is balance. You have to maintain a delicate balancing act between getting someone’s attention and keeping it, even if you interrupt their flow.

The best way to figure out what motivates someone is by listening and then asking them questions. If you are repeating yourself, that means there’s a theme.

If you want to smash your first 10 seconds, take the time to build rapport with prospects and always have a good handle on your agenda. This will help you remain in control of outbound cold calls.

4. Engage in Active Listening to the Prospect

It can be hard to explain a problem when the person you are talking with doesnt understand it.

Prospects are not satisfied when they feel like the salesperson is only listening for keywords to complete a checklist. To be successful, you need to actively listen and empathize with their needs.

Listening to the client is a sales technique that many reps fail to do.

A good way to make sales calls more successful is by listening and not talking too much. If you do, the prospect will feel as if they are being ignored or that their needs aren’t important.

You can demonstrate that you were listening by paraphrasing what the prospect has said.

The point of paraphrasing is not to just repeat everything that the prospect says. You should do it because if there was any confusion in your communication, you can clarify things at this stage.

InsightSquared says that selling is about listening to the customer and understanding their needs. They also say that there should be a plan in place for how you can help them better than anyone else could.

To get the best out of your prospects, you need to ask questions that relate directly to their needs and be able to offer a plan for them.

The first time you talk to a prospect, be sure that they are comfortable and feel as though their needs have been met. Ask questions about the problem in order for them to open up about it without feeling judged or pushed into anything.

When you dont get the answer that you want, keep asking. Open-ended questions will often help to get at information.

5. Present All Important Data Honestly

A customer needs all the information they can get before making a decision. Hiding details about what you are selling may sound like a good idea, but it will backfire.

This is a MAJOR no-no!

What you don’t realize is that once the prospect figures out your secret, they will no longer trust or respect you.

If you don’t tell the truth, your credibility will be ruined. When they find out that what you’re telling them is a lie, everything else becomes suspect.

If you are in a position to offer your prospect something, then be sure that it is relevant. If not, come clean as soon as possible.

If you do not have a product that will meet the needs of your customers, be upfront about it. This is important because being straightforward can help build trust and respect with potential clients as well as create long-term relationships which lead to better business environments.

During a sales call, focus on the value of your product according to the customers current needs.

BONUS Tip: Explain the Prospects Budget As Early As You Can

This bonus tip might be the answer to your question, ‘How to sell over the phone?’

Salespeople are not only motivated by pay. 

You can’t afford to keep your prospect’s budget a secret.

When I started to phone sell, one of the most important things that was taught to me is asking how much money a prospect intends on spending. If you dont find out their budget, then you will not be able to prepare an offer which would make sense for them. You may fail in your pitch because they are too rich or too poor.

Keep in mind that it is important to be transparent about the amount of money you are willing to pay and make sure your potential employees know this.

By asking these questions, you will be able to find out more about the prospect’s financial situation and eliminate uncertainties in your work with them. You do not want a lead who cannot afford your product or service.

When negotiating, dont waste your time or the prospect’s by analyzing how much they can afford.

When cold-calling, try to speak in a friendly tone so that the person you are speaking with does not hang up on you.

Utilize These Tips Consistently on How to Sell Over the Phone

The best way to improve is through constant practice and a positive mindset. I recommend that you use these phone sales tips on how to sell over the phone regularly and consistently. Heres one of my favorite quotes from Thomas Wayne: I am not afraid, because if it were really death…then life would have no meaning.”

Why do we fall, Bruce? So that we can learn to pick ourselves up

It turns out that paying people more for their work does not always motivate them to do better. I have found this in my own experience with salespeople, and it seems like a common issue when researching the topic.

Keep crushing it!


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:Ā 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. šŸ˜€
Editors Note:

Want to help contribute to future articles? Have data-backed and tactical advice to share? Iā€™d love to hear from you!

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Justin McGill
About Author: Justin McGill
Justin McGill is the Founder of LeadFuze - a lead generation platform that discovers new leads for you automatically. Get 25 leads free.