Telephone Sales Training - The Power of the Two Step Approach

Telephone sales training:
What do door to door salespeople and telemarketers have in common?

They can both get their sales pitches shut down instantly. With door to door salespeople they can get the door slammed shut on them. With telemarketers they can get the phone hung up on them.

How do the pros stop this from happening?

In the first half of the last century door to door salespeople discovered a powerful sales principle that applies as much today on the phones as it did back then selling door to door.

Here is how the smart door to door salespeople did it.

They would knock on the door of a house and typically the lady of the house would answer. As soon as he introduced himself her natural reflex reaction was to start shutting the door and say, Im not interested.

The salesman would then say, Mama, Im not here to sell you anything I just want to give you this hair brush as a gift and ask you to try it.

Then suddenly her whole attitude and body language would change. She would open the door wider and take the hair brush with a smile.

Ill be back in the area next month and I would like to briefly stop by to get your opinion of the brush, was his parting remarks.

The next month when he came by instead of being greeted like an annoying interruption he was greeted with a friendly attitude. Then he might give her a second sample or he might show her a related product that was on sale.

He knew the powerful selling principle of, give first - sell second.

In my sales training phone sales seminars I teach this same two step approach.

On the phone after your introduction, it is effective to offer to give them something of value first. Some examples would include, discount coupons on their next product purchase, a free complimentary service related to their product purchase, or a free sample related to their product purchase. Most of these items are probably something you already give out to market for more business.

Depending on the type of sales call and your customers response that first call may strictly be a give call with no take or product selling involved.

But if an interest is expressed by the prospect of course you would help them with any purchase desire they have. My salespeople have found, after the giving, that happens a lot.

Some of my students who have tried this two step selling tips approach with their calls have nicknamed them, the no hang up scripts.

Your telephone sales training action item:
Try the two step approach with your next 10 outbound prospecting phone calls and listen to the attitudes change on the other end of the phone.

David Nassief sales seminars coach invites you to improve your sales with the free report Selling Secrets of Top 5% Earning Salespeople Davids site is http://www.phoenix-best-sales-jobs.com

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