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Words that callers unconsciously love to hear are: profits, sales, dollars, revenues, income, cash flow, savings, time, productivity, morale, motivation, output, attitude, image, victories, market share, and competitive edge. Make sure the recorded script sounds like a conversation and not like an ad. Leave room for the person being called to talk.
Make it a point not to restate the script but to rephrase it. State the same selling points. Present them in the same order. Use words with which you are comfortable. Your telephone outline should be able to accommodate several situations. After all, if your prospect decides to buy just after you've started, you should be prepared to close the sale and end the conversation.
Notice how your friends, and probably even you yourself, assume different voice personalities when speaking on the phone. This is subtle, but it's there. Try to eliminate that telephone personality and bring out your most conversational qualities by actually practicing on the phone by talking to a tape recorder or to a friend.
If you're going to do a good amount of telephone marketing, engage in role-playing, with you as the customer and a friend or associate as you. Then switch roles. Role-playing gives you a lot of insight into your offering and your message. Repeat this until you are completely satisfied with your presentation.
Many telephone solicitations crumble when objections are made. These objections are really opportunities in disguise. Many successful telephone salespeople (and nontelephone salespeople) are able to close sales when handling objections. In fact, "close on the objection" is a sales credo for many pro sellers.
One way to handle an objection is to rephrase it. By doing so, you may be able to dissipate it. "We're already buying from someone else," says the person at the other end. "Oh, you're completely satisfied with the price, quality, and service you're currently receiving and feel there's no room for improvement?" By rephrasing the objection, you not only defuse it but create an opportunity for yourself.
When calling a potential customer, try to establish a real relationship with that person.
More about Marketing Ideas. See also: Marketing Solutions and Marketing Solutions .
Response Makers - Marketing Ideas
