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Making sales calls can be daunting for some people. But they’re also a highly effective way to generate new insurance business. If you’re struggling with phone sales, here are a few tips to get more confidence—and better results.
Be consistent. Phone prospecting is, at its heart, a numbers game. You will deal with a certain amount of rejection—a majority, most likely—as part of the process. Think of every "no
" you encounter as one more step on the road to the next "yes." And set a daily goal for phone calls—commit to making ten, or thirty, or even five or one, whatever your schedule will allow. If you do, you’ll see the results—and you’ll get better at the process.
Write a script. No, you don’t want to sound like a robot. But you also want to sound professional—and be sure you’re delivering a crafted message. You’ll need to choose your words carefully and review the script until you have it memorized—reading off a page is a bad idea, because you’ll always sound like you’re reading. Expect the conversation to go off script—but having a script means always knowing where you need the conversation to go, and being able to steer it back on track.
Know what you want. What’s the purpose of the call? To get the prospect to sign up for your email marketing list? To schedule an in-person appointment? Knowing what you need from the person you’re calling will always make the calls stronger and more purposeful. Before you start cold-calling, know what your sales process is—and how the calls fit into that process.
A note here—over the phone is usually not the best way to sell a prospect. Don’t try to pressure someone into a sale on the phone. Instead, try to guide them toward a meeting or further engagement with your company in a way that will lead to a sale later.
Don’t let yourself be interrupted. Phone prospecting is an important part of your business. It’s important to be sure you don’t get called away during this time. Set aside an hour or so per day when your office is least busy, and tell your secretary (if you have one) to screen your calls for you and avoid scheduling meetings during this time. It may be necessary to turn off the Internet and remove yourself physically from distracting environments.
Make notes. Keep track of the responses you get and every contact you’ve made with your prospects. This way you’ll know who you contacted before, who expressed interest, and what they may have said in your conversation that could be important to winning them as a client.
Phone prospecting isn’t easy—but it gets easier if you do it every day. And once you start seeing results from your phone calls, you may even start to enjoy picking up the phone. Check out The Sales Blog for more tips on selling your services over the phone. Follow these tips, and you should be able to make your phone prospecting time more effective.
More Information:
Visit: http://www.fastrackce.com/
Be consistent. Phone prospecting is, at its heart, a numbers game. You will deal with a certain amount of rejection—a majority, most likely—as part of the process. Think of every "no
" you encounter as one more step on the road to the next "yes." And set a daily goal for phone calls—commit to making ten, or thirty, or even five or one, whatever your schedule will allow. If you do, you’ll see the results—and you’ll get better at the process.
Write a script. No, you don’t want to sound like a robot. But you also want to sound professional—and be sure you’re delivering a crafted message. You’ll need to choose your words carefully and review the script until you have it memorized—reading off a page is a bad idea, because you’ll always sound like you’re reading. Expect the conversation to go off script—but having a script means always knowing where you need the conversation to go, and being able to steer it back on track.
Know what you want. What’s the purpose of the call? To get the prospect to sign up for your email marketing list? To schedule an in-person appointment? Knowing what you need from the person you’re calling will always make the calls stronger and more purposeful. Before you start cold-calling, know what your sales process is—and how the calls fit into that process.
A note here—over the phone is usually not the best way to sell a prospect. Don’t try to pressure someone into a sale on the phone. Instead, try to guide them toward a meeting or further engagement with your company in a way that will lead to a sale later.
Don’t let yourself be interrupted. Phone prospecting is an important part of your business. It’s important to be sure you don’t get called away during this time. Set aside an hour or so per day when your office is least busy, and tell your secretary (if you have one) to screen your calls for you and avoid scheduling meetings during this time. It may be necessary to turn off the Internet and remove yourself physically from distracting environments.
Make notes. Keep track of the responses you get and every contact you’ve made with your prospects. This way you’ll know who you contacted before, who expressed interest, and what they may have said in your conversation that could be important to winning them as a client.
Phone prospecting isn’t easy—but it gets easier if you do it every day. And once you start seeing results from your phone calls, you may even start to enjoy picking up the phone. Check out The Sales Blog for more tips on selling your services over the phone. Follow these tips, and you should be able to make your phone prospecting time more effective.
More Information:
Visit: http://www.fastrackce.com/
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