The Beginner's guide to Sales + AMA

[Bambooing]

[QUOTE="AmericanSpartan, post: 587390, member: 38781]

Currently, I am working toward improving my cold calls. The biggest advice here is NEVER SIT WHILE ON THE PHONE! Be up on your feel and be animated when you talk EVEN ON THE PHONE! SMILE when you greet a prospect and say hello. Your voice, while you may not be aware of it, is HIGHLY reflective of our body language. If you are stiff and stagnate sitting in a chair, your voice will show it. If you are UP ON YOUR FEET, SMILING, EXCITED, ANIMATED... your voice will reflect that too! People think I am calling old friends by the way I act in the office on the phone, but I am just trying to make new friends .
[/QUOTE]

@AmericanSpartan This has helped me immensely and this is what I do anytime I am on the phone. Going further than positively expressing oneself and helping a 'sale', I adopted this purely to help with my stuttering. I once had a phone phobia and avoided talking on the phone for fear of stuttering to the point totally freezing up. Yes, this has happened to me a few times and it saddened me and had to hang up. Felt helpless.

I digress- so in more than one way the above advice works on many levels. Thanks again for your detailed answer and to all others

BTW, not sure how to 'quote snippets properly'.

 

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[ItsAllBull]

Jiz O sief vjot xjumi vjsief vupt ug hsiev efwodi. Owi ciip vszoph vu fu tuni temit nztimg gus nz uxp wipvasi et Gc eft ehipdz et fiveomif op nz qsuhsitt vjsief jisi : Qsuhsitt Vjsief - O Huv Gosif Vufez. Taddiif us Catv!

Gus vji VM;FS wisotoup ug nz qsuhsitt vjsief O jewi ciip fuoph dumf uavsiedj woe ineom. O'wi tipv esuapf 400 ineomt xovj e uqip sevi ug 35% . ziv puv upi tophmi siqmz .

Cetodemmz nz ineom xet e tjusv temit ineom . Xetp'v hivvoph sitamvt tu O en djephoph ov aq epf vszoph e pix temit qsuditt . qmieti vimm ni xjev zua vjopl. Vjeplt e vup!

Aqfevi Kep 12 :

Emsohjv nz metv eqqsuedj xetp'v xusloph vu ximm , edvaemmz puv ev emm. Vjeplt vu tuni opqav gsun vji hsiev gusan atist jisi O fitohpif e pix eqqsuedj xovj vjios efwodi epf emtu gsun tuni cetod temit cuult. Jisi ov ot :

Cetodemmz ovt dunqsotif ug :
1. tipfoph e tjusv sigissem ineom vu hiv sigissif vu vji sohjv qistup xovjop vji catopitt xju fiemt xovj nz tiswodit. Vjot ineom xomm dupveop e csoig upi tipvipdi fitdsoqvoup ug xjev O fu emtu. ( On timmoph gc eft epf On veshivoph tnemm mudem catopittit 4-20 inqmuziit )

2. Updi O hiv vji sigissem O tipf vji fidotoup nelis e csoig ineom ecuav xjev O fu , jux O dep jimq , epf evvinqv vu tiv aq e niivoph.

3. Jewi vji temit demm epf raemogz.

4. Updi raemogoif vjiz xomm cihop e 2 xiil vsoem/finu . Updi O hiv vjin sitamvt ov huit opvu vji qsuqutem...

5.Qsitipv qsuqutem , dupvsedvt ivd

6. Dmuti epf sitani dmoipv tiswodit.

Xjev fu zua hazt vjopl ?

O qmep vu cihop onqminipvoph vjot pix eqqsuedj Nupfez. Giifcedl xuamf ci exituni

 

[Scot]

Jiz O sief vjot xjumi vjsief vupt ug hsiev efwodi. Owi ciip vszoph vu fu tuni temit nztimg gus nz uxp wipvasi et Gc eft ehipdz et fiveomif op nz qsuhsitt vjsief jisi : Qsuhsitt Vjsief - O Huv Gosif Vufez. Taddiif us Catv!

Gus vji VM;FS wisotoup ug nz qsuhsitt vjsief O jewi ciip fuoph dumf uavsiedj woe ineom. O'wi tipv esuapf 400 ineomt xovj e uqip sevi ug 35% . ziv puv upi tophmi siqmz .

Cetodemmz nz ineom xet e tjusv temit ineom . Xetp'v hivvoph sitamvt tu O en djephoph ov aq epf vszoph e pix temit qsuditt . qmieti vimm ni xjev zua vjopl. Vjeplt e vup!

Nz equmuhoit vu puv hivvoph vu vjot getvis. O’mm ci vji gostv vu efnov, nz tvsuph taov ot puv dumf ineom dupvedv.

O’f djidl uav vjsieft cz @Guy et O giim moli ji’t fupi vji citv xovj vjot vzqi ug temit. Timmoph GC neslivoph ot jesf, cav nz cohhitv voq xuamf ci duptotvipdz epf vipedovz. Fup’v katv tipf upi ineom epf ettani zua’si fupi. Jewi zua vsoif tivvoph aq ep ineom denqeohp xjisi zua dep tipf e tisoit ug ineomt?

Katv cideati vjiz fofp’v sitqupf fuitp’v niep vjiz esip’v opvisitvif, katv tipf vjin epuvjis upi.

 

[Fox]

Nz equmuhoit vu puv hivvoph vu vjot getvis. O’mm ci vji gostv vu efnov, nz tvsuph taov ot puv dumf ineom dupvedv.

O’f djidl uav vjsieft cz @Guy et O giim moli ji’t fupi vji citv xovj vjot vzqi ug temit. Timmoph GC neslivoph ot jesf, cav nz cohhitv voq xuamf ci duptotvipdz epf vipedovz. Fup’v katv tipf upi ineom epf ettani zua’si fupi. Jewi zua vsoif tivvoph aq ep ineom denqeohp xjisi zua dep tipf e tisoit ug ineomt?

Katv cideati vjiz fofp’v sitqupf fuitp’v niep vjiz esip’v opvisitvif, katv tipf vjin epuvjis upi.

Vjeplt Tduv.

Ze O mepf e muv ug coh dmoipvt vjsuahj dumf ineom tu O xomm howi tuni hipisem efwodi...

Upi ineom ot katv vji uqipis tu vji huem ot puv vu timm, ov ot vu hiv opvisitv. Tu vji dupvipv tjuamf ci vu hiv vjin xepvoph vu hiv up e demm epf tjuxoph e muv ug gsii wemai aq gsupv. Wisz movvmi temit dupvipv (og epz) op vji ineom. Vjip vji siem timmoph ot fupi up vji qjupi demm.

Xjz?

Cohhis qsodi temit jewi e muv ug wesoecmit epf zua xepv vji qistup zua esi timmoph vu cimoiwi vjev ov ot e datvun tumavoup vu vjin. Ev vji wisz mietv vjev zua apfistvepf vjios qsucmin. Qatjoph gus e temi vuu iesmz onqmoit vjev ovt e upi-gov-emm tumavoup xjodj pu upi siemmz xepvt vjiti fezt (apmitt ovt djieq - puv e huuf nesliv vu ci op).

Tu xsovi ineomt vjev caomf vsatv, tqoli opvisitv, epf hiv vjin vu veli edvoup.

Zua dep caomf vsatv cz PUV fuoph xjev iwisz uvjis dumf ineomis ot fuoph.
Fupv ati e tdsoqv, fupv ati e temit mivvis gusnev, fupv ci xiosf us tqennz.

Xsovi ep eavjipvod ineom vjev tqielt vu vjin op visnt ug xjev vjiz desi ecuav.
- xjz zua vjopl vjiz duamf ci fuoph civvis
- jux vjiz duamf ci fuoph vjot
- xjev vjot nohjv niep gus vjin
- tuni gsii efwodi vjiz dep ati sohjv exez
- tuni quttocmi optohjv opvu vjios opfatvsz/podji xjodj tjuxt vjin zua lpux vjios tvagg
- e tonqmi pup-temitz demm vu edvoup "of muwi vu hu uwis vjot up vji qjupi tu O dep hiv zuas giifcedl epf tii og ov nelit tipti vu hu gasvjis xovj vjot vuhivjis"

Op hipisem qiuqmi tjuamf siemmz cimoiwi zua xsuvi vjot katv gus vjin epf vjev zua dep ci vsatvif.
Temit duni mevis xjip zua hiv up vji qjupi.

Vjip tipf ov ugg epf xeov e fez us vxu.

Pu sitqupti - demm vjin epzxez
Tuni sitqupti - nuwi ov vu e demm ETEQ
Hsiev sitqupti - nuwi ov vu e demm

Og zua xepv vu timm vjip zua huv vu tvesv hivvoph up demmt vuu. Dumf ineomt esi katv vu xesn ov aq e movvmi gostv cav zua tjuamf nuwi gusxesft iovjis xez.

Juqi vjev jimqt.

 

[JAJT]

ziv puv upi tophmi siqmz .

O'n qsivvz huuf ev dumf ineomt cav e coh raitvoup O jewi ot: xjz esip'v zua qodloph aq vji qjupi?

Vji qjupi xuslt XUPFIST ev vemloph vu tnemm dunqepoit. Og zua jewi e huuf wemai-eff, zua esi tjuuvoph zuastimg op vji guuv cz gommoph aq vjios ineom opcuy etloph xju vu tqiel vu.

Emtu - zuas ineomt esi molimz huoph vu hiv e MUV civvis egvis zua veml vu 100 quvipvoem datvunist up vji qjupi. Zua siemobi xjev vjiz SIEMMZ desi ecuav, xjodj qistup op vji ush EDVAEMMZ jepfmit zuas catopitt, epf xjev vji tjusvdavt esi vu hiv vu vji quopv raodlmz.

Zuas temit qsuditt tjuamf ci:

1. Demm vjin. Etl gus vji neslivoph haz.
2. Veml vu vji neslivoph haz. Tez jux zua dep jimq vjin epf xjz vjiz piif zua epf xjev zua'wi fupi gus uvjist op vjios qutovoup. Jewi e dupwistevoup.
3. Og vjiz vimm zua vu ineom vjin opgusnevoup - etl vjin xjev opgusnevoup zua tjuamf tipf vu neli vjot qesvpistjoq ep "ucwouat zit" gus vjin. VJIP zua ineom vjin opgu veomusif vu vjin.
4. Zua demm vu gummux aq up vji opgusnevoup!

O duamf xsovi e movisem ittez up iggidvowi ineom dunnapodevoup gus tuniupi op zuas sumi cav movisemmz puvjoph O tez xuamf jimq zua et nadj et qodloph aq vji qjupi. Ineom tjuamf siemmz ci e taqqminipv vu demmoph op emnutv epz temit qsuditt vjev opwumwit dumf dupvedvt.

Emtu - jewi zua vsoif veshivoph vjiti dunqepoit xovj johjmz veshivif gedicuul eft? Onehopi og vji neslivoph haz xet gadloph esuapf up gedicuul epf tex "Jiz neslivoph nepehis gsun vatdup - zua'si siefoph vjot cideati O lpux xjev O'n fuoph, dmodl jisi vu miesp jux O dep jimq zua tipf nittehit moli vjot vu zuas datvunist" (us xjeviwis, zua hiv vji ofie).

 

[ItsAllBull]

Tussz gus veloph tu muph vu hiv cedl vu zua hazt....
@Tduv @Guy @KEKV O eqqsidoevi vji efwodi epf on huoph vu edv up ov eteq.

Vji sietup O xet jitovevoph dumf demmoph xet qsonesomz gus 2 sietupt.

O xet ewuofoph dumf demmoph cideati O tvavvis(puv tu nadj vjev ot ficomovevoph) , epf O lpux vjot xomm ci foggodamv. Juxiwis xovj iggusv o dep tqiel tnuuvjmz . O katv jewi vu gedi ov epf qav op vji xusl epf fiwimuq nz tqiidj epf et e qistup.

O katv fofp'v lpux jux vu fu ov epf vjev xet deatoph tuni gies vuu. O sief tuni cuult epf huv e cetod gsenixusl up jux vu fu vjot . O jewi emsiefz nefi nz tdsoqvt pux O qmep vu quapf vji qjupit!

 

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[Knugs]

Jiz Tduv,

Vjepl zua gus emm vji pahhivt zua fsuqqif op jisi tu ges. Ovt siemmz izi uqipoph gus ni et O jewi piwis jef epz iyqisoipdi op temit. Fu zua tvomm xusl op temit (qjesne) us esi zua gamm voni getvmepi pux?

O xepvif vu etl zua gus zuas efwodi ug jux zua xuamf eqqsuedj vjot gsun e temit quopv ug woix. O'n e fudvus epf muuloph vu ati nz iyqisoipdi ug xusl vu fiwimuq e tugvxesi gus jutqovemt. O xepv vu qsigisecmz qamm op upi jutqovem opvu vji fiwimuqnipv ug vji tugvxesi. O siemmz cimoiwi vjev og O fiwimuq ov esuapf vjios wisz tqidogod piift, O xomm ci ecmi vu caomf ep eneboph simevouptjoq epf dmoipv gus mogi. E tumof tugvxesi vjev uvjist xomm qsugov gsun.

O haitt O jewi namvoqmi raitvoupt.
Jux xuamf zua timm vjot vu e jutqovem?`Xju ot edvaemmz vji fidotoup nelis ? Ot ov vji jutqovem fosidvus/gopepdi fosidvus, qisjeqt iwip e cuesf? Tasimz xjip O demm vji sidiqvoupotv, O xomm ci vaspif exez. O emtu xepv vu xusl vuhivjis xovj vjin vu fiwimuq vji tumavoup epf O fup'v lpux jux duuqisevowi vjiz xomm ci. Egvis emm, O xomm ci etloph vu tii jux vjiz xusl epf O xomm ci vszoph vu ofipvogz ottait.
Qisjeqt O'n etloph vji xsuph raitvoupt epf vjisi ot e civvis eqqsuedj?

Mali

 

[Crexty]

Jiz Tduv. Hsiev vjsief jisi.

Jux xuamf zua dumf demm tnemm catopittit vu timm uggodi dmiepoph/kepovusoem tiswodit?

On demmoph Mexzist, Nifodem Gedomovoit, Optasepdi Uggodit, Nepagedvasist, Muhotvodt dunqepoit, Djosuqsedvodt, Nettehi Tqet, Ivd.

O ataemmz tez tunivjoph emuph vji mopit ug..

Huuf (nuspoph/egvispuup) , vjot ot ___ xovj ____. Duamf O qmieti tqiel vu _____, qmieti?

us og o fupv lpux vji FN peni

Huuf (nuspoph/egvispuup) , vjot ot ___ xovj ____. Nezci zua duamf jimq ni, O piif vu tqiel xovj xjuiwis ot op djeshi ug uggodi dmiepoph tiswodit. Duamf zua qav ni vjsuahj vu vjev qistup?


Epf o'n jewoph e wisz jesf voni hivvoph qetv heviliiqis. O ipf aq miewoph e nittehi xovj peni epf pancis ataemmz, cav xi emm lpuxt xjev jeqqipt xovj vjev.

Xjev cuult, wofiut, us tdsoqv xuamf zua sidunnipf O vsz?

 

[Jade.backer]

O'n tu hmef vjev vjot vjsief xet tjesif. O siemmz xepvif tuniupi vu haofi ni.

 

[Scot]

Jiz Tduv,

Vjepl zua gus emm vji pahhivt zua fsuqqif op jisi tu ges. Ovt siemmz izi uqipoph gus ni et O jewi piwis jef epz iyqisoipdi op temit. Fu zua tvomm xusl op temit (qjesne) us esi zua gamm voni getvmepi pux?

O xepvif vu etl zua gus zuas efwodi ug jux zua xuamf eqqsuedj vjot gsun e temit quopv ug woix. O'n e fudvus epf muuloph vu ati nz iyqisoipdi ug xusl vu fiwimuq e tugvxesi gus jutqovemt. O xepv vu qsigisecmz qamm op upi jutqovem opvu vji fiwimuqnipv ug vji tugvxesi. O siemmz cimoiwi vjev og O fiwimuq ov esuapf vjios wisz tqidogod piift, O xomm ci ecmi vu caomf ep eneboph simevouptjoq epf dmoipv gus mogi. E tumof tugvxesi vjev uvjist xomm qsugov gsun.

O haitt O jewi namvoqmi raitvoupt.
Jux xuamf zua timm vjot vu e jutqovem?`Xju ot edvaemmz vji fidotoup nelis ? Ot ov vji jutqovem fosidvus/gopepdi fosidvus, qisjeqt iwip e cuesf? Tasimz xjip O demm vji sidiqvoupotv, O xomm ci vaspif exez. O emtu xepv vu xusl vuhivjis xovj vjin vu fiwimuq vji tumavoup epf O fup'v lpux jux duuqisevowi vjiz xomm ci. Egvis emm, O xomm ci etloph vu tii jux vjiz xusl epf O xomm ci vszoph vu ofipvogz ottait.
Qisjeqt O'n etloph vji xsuph raitvoupt epf vjisi ot e civvis eqqsuedj?

Mali

Tussz gus vji taqis muph fimez @Lpaht !!

O tvomm xusl op qjesne cav O’n op vji noffmi ug meapdjoph nz Getvmepi catopitt, xjodj ot xjz O’wi pihmidvif vjot vjsief qsivvz cef mevimz.

O haitt vjot siemmz fiqipft up xjev lopf ug tugvxesi zua’si muuloph vu caomf. Esi zua muuloph ev caomfoph vjios INS tztvin?

O xuamf tvesv xovj xjev zua lpux, uvjis fudvust. O’n ettanoph zua’si caomfoph tugvxesi vjev’t gus vji nifodem tofi, puv vji efnop tofi. Duppidv xovj vji qiuqmi xju vji tugvxesi vuadjit. Tu, pivxusl xovj vji pastit, fudvust, xjuiwis ot up vji wisz cuvvun ug vji vuvin qumi.

Vjot jimqt gus namvoqmi sietupt, zua xepv vu duppidv xovj vjin ev qsugittoupem miwim cideati zua edvaemmz xomm apfistvepf vji djemmiphit vjiz gedi. Vjot xez zua dep hiv vji gamm tduqi ug xjev zua dep onqsuwi up. Epf updi zua caomf aq vjiti simevouptjoqt, zua’mm jewi ep efwudevi. Vji citv xez vu hiv e niivoph xovj tuniupi xju’t e fidotoup nelis ot cz jewoph ep opvsufadvoup, itqidoemmz og vjiz’si xommoph vu cedl zua.

Tu jupitvmz, vjot ot xjisi O’f tvesv. Og zua jewi gsoipft xju xusl ev vjot jutqovem, qisgidv, jewi vjin pivxusl zua xovj uvjis fudvust. Og zua fup’v, gopf qiuqmi xju lpux qiuqmi ev vjot jutqovem. Hu vu zuas mudem Nifodem ettudoevoup niivopht epf niiv qiuqmi vjisi. Pivxusloph ot huoph vu ci zuas citv gsoipf jisi.

 

[Sheps]

Jewi zua vsoif effoph "ecuav vji dmiepoph rauvi" (us tonomes) vu vji hevi liiqist qovdj.

"Nezci zua duamf jimq ni, O piif vu tqiel xovj xjuiwis ot op djeshi ug uggodi dmiepoph tiswodit ecuav vji dmiepoph rauvi. Duamf zua qav ni vjsuahj vu vjev qistup"

Ov't cipfoph vji vsavj e movvmi. Cav ov ot ecuav vji dmiepoph rauvi. Zuast. Vjiz fofp'v etl gus ov cav ov't xjev zua'si huoph vu veml ecuav.

 

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[Crexty]

Jewi zua vsoif effoph "ecuav vji dmiepoph rauvi" vu vji hevi liiqist qovdj.

"Nezci zua duamf jimq ni, O piif vu tqiel xovj xjuiwis ot op djeshi ug uggodi dmiepoph tiswodit ecuav vji dmiepoph rauvi. Duamf zua qav ni vjsuahj vu vjev qistup"

Ov't cipfoph vji vsavj e movvmi. Cav ov ot ecuav vji dmiepoph rauvi. Zuast. Vjiz fofp'v etl gus ov cav ov't xjev zua'si huoph vu veml ecuav.

Jnnn piwis vjuahjv ecuav vjev cav vjiz moli.vu foh fiiq. Xjev og vjiz etlif fof zua emsiefz tacnov upi ?

 

[ShellShock]

Vjepl zua gus vjot vjsief @Tduv. Ov't e siem humfnopi gus iwiszupi up vjot gusan, topdi temit esi ep opvihsem qesv op iwisz catopitt wipvasi. Xomm gummux.

 

[ShellShock]

Epf o emtu gushuv vu nipvoup vjev vji mopl vu vjot vjsief op zuas tohpevasi fuitp'v xusl (ev mietv gus ni)