Sales Information |
Six Steps to Creating Online Presentations for Telephone Selling
How much extra money could you make by closing just one or two additional sales a day? You can double, or even triple, the effectiveness of your telephone selling by showing prospects why they should buy from you, instead of just telling them. Clients and prospects are visually oriented. They process and retain 75% of the information they see, compared to about 15% of the information they hear. There are six steps involved in preparing online visuals you and your prospects can look at online during telephone conversations and teleconferences. Step 1: Desired result Start by identifying what you want to accomplish during each phone call. Ask yourself: ? What is the primary message I want to communicate? ? What action do I want my client or prospect to take? ? What information can I provide to convince them to take the desired action? Your answers to these questions will provide the framework you need to begin preparing for your upcoming calls. Step 2: Benefits Next, translate your product or service into benefits they will enjoy if they take the action you want them to take. Identify as many different ways as possible your product or service can benefit your client. Be as specific as possible. Step 3: Framework Open your presentation program and create an "empty" set of visuals to support your upcoming calls. This will provide a framework for developing your telephone sales presentation. Don't be concerned the contents of each visual. At this point, don't stop to fill in the details for each visual. Simply create an empty presentation visual and title for each of the points you want to cover in your upcoming telephone calls. Hint: You may want to create a template with placeholder visuals to help quickly prepare future presentations. Step 4: Provide proof Next, go through your presentation framework and complete each of the visuals by adding appropriate text and graphics. As you complete each visual, strive to make your benefits as specific and as visual as possible. Translate your products or services into added dollars and cents revenue, reduced costs, or time savings. Whenever possible, show, rather than tell. Translate words into information graphics, like tables, charts, and graphs, to emphasize: ? Comparisons, i.e. before and after revenues or expenditures of time and money. ? Trends, i.e. growing market share. Add photographs to personalize and reinforce case studies and testimonials. Use logos, rather than words, to emphasize case studies and satisfied clients. Step 5: Contingency visuals Next, prepare to respond to objections that prospects may bring up during your calls. Start by identifying the possible objections that prospects might come up. Determine how to respond to each one. Then, prepare visuals that will only be used if your prospect brings the specific objection up. Typical objections concern price, competitive features, ease of use, and economic uncertainty. Step 6: Upload and rehearse After reviewing your work, use your presentation program's Save as... command to save your presentation in the appropriate online format. Then, upload your presentation to the server where you and your prospects can access it online during calls. Rehearse your presentation, until you can comfortably proceed from point to point, and easily access the contingency visuals, (if needed). Consider your web-based presentations a "work in progress" that you continually update and refine. Prepare additional visuals as new objections come up. And prepare personalized slide titles and visuals for specific clients and prospects. Let Roger C. Parker help you harness the latest technology to promote your expertise. For more information, please visit www.onepagenewsletters.com
MORE RESOURCES: Unable to open RSS Feed $XMLfilename with error HTTP ERROR: 404, exiting |
RELATED ARTICLES
Hurrican Selling Styles As I prepare this issue of this Newsletter, at 37,000 feet on my way to Greenville South Carolina, the east coast is being battered by a Hurricane.All hurricanes seem to start out as a blip on a distant radar screen. Sales Brochures - 9 Steps to Success Even in this day of websites, many customers want to look ata brochure or other form of hard copy. It's importanttherefore that your brochure tells the customer all theyneed to know. Dont Let Rattlesnakes Scare You Recently I was out trail running along the South Fork of the Yuba River. The Yuba River is in a beautiful canyon running east-west through the middle of Sierra Nevada Mountains of California. 6 Steps on How to Install Confidence Into Your Clients What methods can we use to install confidence into yourclients ?1. Give abundant value in everything you sell. Five Keys to Make Your Cold Calls Sizzle Do you clam up on the telephone? An advertising rep called the other day to sell some ad space in a local news magazine. After I said, "Hello," there was nothing but monotone dialog until I interrupted him a minute later. Web Promotion: 10 Amazing Web Promotion Ways To Jump Start Your Sales Hello, do you have a website and sell something on the internet?If yes, may I offer you 10 amazing web promotion secrets to jump start your salesat your website!1. Find a strategic business partner. Your Ad -- Who Cares? Junk mail. We all get it. Powerful Words Hi,I'd like to discuss the most powerful words you can use during the selling process.Quote: Words are the most powerful drug used by mankind. Before You Sell Do The Math This is an important and potentially profitable piece of advice. It goes like this - before you ever attempt to sell any products and services - do the math. Sell With KISS, As In Keep It Simple, Stupid One of the most useful and fundamental communications lessons that has been repeated to me over the years, ever since my earliest days of formal business training, is the fabled, famous, and fabulous "KISS" formula.In my college marketing class we were told "Keep It Simple, Stupid!" When I entered my three-month sales-training orientation at New York Telephone way back in 1968, it was a more refined "Keep It Short and Simple. The "Write" Way to More Sales The sales letter you can't put down?the advertising copy that makes you want the product?the resume that prompts you to call the job candidate this second?all these are examples of exceptional business writing. While you certainly know good writing when you see it, can you write with the same pizzazz the professionals use to hold your attention for pages on end?In today's selling arena, writing skills have taken a backseat to other seemingly more important professional development activities. Make Your Trade Show Booth Popular So, you are taking your products and heading to a trade show, but this year you want to make your trade show booth popular in order to garner more business and have no idea how to do it. Actually, it really is quite simple to make a popular trade show booth as long as you put forth the effort. How to ASK for Business -- WITHOUT appearing Pushy -- GIVING Vs "SELLING"Never lose sight of the importance of providing a "reason" to buy BEFORE you attempt to SELL anything to a client/prospect.In the current business climate you have to GIVE first. How To Shorten The Selling Cycle And Reduce Buying Stalls The main reason for buyer resistance and selling stalls boils down to one simple fact: the reasons for not buying are bigger to the prospect than the reason to buy.If you sell an intangible product or service, it may be even tougher to close down a sale because your product or service is not something people can see, touch, or feel. The Prejudging Predicament There's a direct correlation between sales experience and prejudging. The more sales and marketing experience you have the greater the tendency to prejudge your customers and prospects. The Allure of Antique Store Fixtures They say if you wait long enough, a style you liked in almost any genre will come back. This is as true for retail store fixtures as it is for clothing or styles of music. How To Get Face To Face Over The Phone One disadvantage of selling by telephone is the lack of face to face contact.When you are sitting with a prospect it is much easier to read there body language. An Introductino to Insurance Lead Generation It is vital that insurance salespeople have a steady stream of leads. Often, people don't even know about a particular type on insurance and it is up to a salesperson to explain it to them. Is Sales Profession an Oxymoron? If you are in Sales, you have probably heard these before:Q: "How can you tell a sales person is lying?"A: "His lips are moving."Q: "Why do lawyers like sales people?"A: "They give them someone to look down on. Selling To Your Difficult Person We all have people whom we find difficult. We don't understand them, connect with them, or even talk comfortably with them. |
home | site map | contact us |