Schiffman's "Telesales"

To succeed in sales, simply talk to lots of people every day.
And here's what's exciting- there are lots of people!
-Jim Rohn 

Everyone lives by selling something.
-Robert Louis Stevenson

Every sale has five basic obstacles:
no need, no money, no hurry, no desire, no trust.
-Zig Ziglar

I finally started reading this great book. It contains invaluable information useful to anyone who would like to succeed in our field. I highly recommend you read it for yourselves. I will do my best to summarize it, chapter by chapter. 

Chapter 2  - Typical Day

How many sales will I have over the next 90 days, if I change nothing in my current sales approach?

I have made up my mind to talk to at least 10 Decision Makers while making 100 calls/day.

Chapter 4 

Know my numbers! Schiffman recommeds keeping track of the following:

Dials

Discussions

Presentations

Sales

He also recommends I tape at least one call in the morning, one in the afternoon and one before I go home.

Chapter 5  - Five Ways to Increase My Income

1.  Double the number of contacts with decision makers

2.  Double the number of presentations

3.  Increase percentage of sales (from 1/10 to 2/10)

4.  Double value of sale

5.  Double the number of calls

Chapter 6 - Little Things Mean a Lot

Think of the last time I made a recommendation to a prospect or a customer that did not result in a sale. Identify at least three things that, in hindsight, I believe I could have done better. 

Chapter 7 - My Golf Grip

Set a New Income Goal

(Below is mine)

"By May 2nd, 2011, I will earn at least $100 in commission by increasing my phone sales effectivness and developing more satisfied customers." 

Also, write down 10 benefits that would result when you reach your income goal. 

Chapter 8 - Closing and its Hazards

It is VITAL to find out the following:

• What the prospect does
• How they do it
• Why they do it
• When they do it
• Where they do it
• Who they do it with
• How we can help them do it better

Don't just focus on "closing the sale." Rather focus on learning as much as possible about the prospect.

The "Close" is really the "Use"

Chapter 9 - The Four Steps in Phone Sales

[Greeting/Hello] ---------- R1 [ I/V2---P-----C]

 

Critical Point 1 = Get past the initial negative response

Critical Point 2 = Verify information to close on presentation

The first obstacle keeping me from progressing to step two is the initial negative response.

Chapter 10 - Understand My Numbers and Improve Them

I make at least 100 calls/day, so that means I make 30,000 calls per year (if I work 300 days/year)

Chapter 11 - Move Forward in the Sales Process

Step 1 - Open/Qualify 

Step 2 - Information Stage 

Step 3 - Presentation Stage

Step 4 - Close the Sale

The only way to move from step 1 to 2 is to overcome the initial negative response (such as "Not interested" or "I'm all set."

Chapter 12 - Define Prospects Accurately

Review "top prospects" and their movement through the Sales Process

(stay tuned for more....)