C1. Setting Up For Success 16/01/24
1. Organise call space
2. Set Goals
3. Prioritise call times (outbound)
1. Organise call space so that distractions are minimised so customer is focus.
2. Draft strategy notes, what do you aim to get across succinctly.
3. Prioritise, key message, key targets and key triggers identified.
Get ready at start of day for the day ahead
C2. Managing Time and Information for Profitability 16/01/24
1. Improve Your Time-to-Sales Ratio
2. Locate Quality Customers
3. Gather and manage quality information
4. The Payoff
1. Need to discover sufficient info about customer to establish credibility instantly. Work out how to use time valuably. Create a timelog and work out where wasted time lies.
2. Think about products, how they address pinch points.
3. Think about how customer records give insights.
4. Do as you say to get results.
Inbound this is less relevant but bits can be adapted. Thinking about products and how insights can be gained from cx records key. Remember to do as you say.
C3. Identifying Personality Types Over the Phone
1.The Precise Customer
2.The Energized Customer
3.The Assured Customer
4.The Kind Customer
5.Personality Matches and the Phone Salesperson
6. The Phone Salesperson’s Quick-Reference Extra: The Salesperson ↔ Customer Match
7. The Payoff
1. Precise, fact based, research based, full of integrity and need respect for their skills. Be measured in delivery to them, show no doubt, be precise. Above all give them time and evidence!
2. Energised, let ’em talk, like to develop some sort of relationship, get excited about the product, sell the new of the product, ask their opinion.
3. Assureds Value time and efficiency over money. Give them an executive summary, emphasise the bottom line.
4. Kind – difficult to shift from current supplier but loyal when you’ve got ’em. Takes time to gain trust. Be gentle with them.
5. Who are you as a sales person.