This presentation mentions 5 tips that could be useful for anyone who at some point or the other engages in phone based sales.

1. AAyuja © 2013
Disclaimer: This presentation and the information provided here is indicative in nature and
should not be treated as views of the organization.
5 Sales tips for selling over phone
Meet Goals, Beat Competition, Exceed Expectations

2. We would also recommend you practice your opening with a friend or fellow sales
representative. Try to tape it if you can. This way you can play it back and hear how
you come off. Remember, it’s not only the words you say but how you say them. Tone
and connotation are extremely important to the sales process. Record multiple
variations of your practice sales call so you can evaluate the differences.
Get your presentation together:
practice, evaluate and improve
You may not believe in reading a script. On
second thoughts script reading sounds like
exactly what it is and comes of unprofessional,
impersonal and is ineffective. What we
recommend is a flow chart that documents
themes or words and helps shape the flow of
your opening line.
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3. AAyuja Internal and Confidential © 2012
Most prospects are impressed if you demonstrate that you have taken the time to get
familiar with their company. Pull up their website as you are calling and try to grab a
couple pieces of useful information that you can toss in the conversation. Example: ”
ah.. I see on your site that you have an office in the UK. That’s great, I was born
there.. Have you had a chance to visit lately?” Send a message of familiarity as it
personalizes the sales cycle and often increases you likability and subsequent
attention rate.
Target your prospect aggressively
With phone sales you have to call the right
person. If you didn’t do you homework the
person on the other end of the phone will let
you know about it. Remember, you’re
interrupting their day and if they can’t use
your product or service then its going to get
them mad.
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4. AAyuja Internal and Confidential © 2012
If you get transferred to voice mail you need to learn how to leave a effective
message. Try to keep the message short with either what we call a teaser line and a
call to action. Do not record your entire sales pitch to a mailbox.
Break Past Gate keepers and
answering machines
Find ways to get past the gate keeper and to
the decision maker. There are numerous tricks
here (research on the company helps with
this). You’ll have to experiment and see what
works for you. Bottom line… if you can’t get
past these people it will be very hard to get a
sale. You need to engage the decision maker
not his mailbox.
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5. AAyuja Internal and Confidential © 2012
Get streamlined: you have 30
seconds to introduce, impress and
engage
You have less then 30 seconds to get a
prospect’s attention. Some people say you
have the first 10 seconds. It’s important that
you find ways to engage the prospect as
quickly as possible. The first three lines you
say should be your name, where you are
calling from and what you want.
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Right after that should by why the prospect needs to hear about it. Use this line to
engage the prospect. Ask questions about his business or his life, anything to engage
his interest.

6. AAyuja Internal and Confidential © 2012
It’s important to try to set goals and keep yourself accountable with the number of
calls you make. Whether you're making 5 calls a day or 50, keep going and don’t
stop.
Keep going, don’t stop
Regardless of what sales trainers say sales is a
numbers game and phone sales are no
different. There are things you can do to
increase your success rate (training and
experience) but at the end of the day the
more good qualified calls you make the more
you’ll close.
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