Blog Layout

3 Steps To Turning Sales Calls Into Results

Connectionsb2b • April 14, 2020

Be honest – have you ever (even now) felt reluctant to make sales calls? There are only a few people who join the sales profession who are not anxious about making sales calls. Typically, the thought of cold calls is not something people get excited about!

Over 30 years I have seen people lose their words, sweat, panic and hide from the phone when it rings – starting out, that was me!

If we are honest, we all have this within us to some extent. It’s an anxiousness when it comes to selling on the phone. I remember when I first started in sales being so scared to answer the phone. However, I chose to be in a sales profession that required phones as the key way to sell – strange!

3 ways to build confidence when it comes to making and taking calls

1. Recall — I am sure with every one call that did not go well – where panic set in, there were a handful of calls that went well. Recall the good calls, write down what went well. Ask yourself why they went well. How did it make you feel? Recall the ‘wins’. Focus on them – NOT the one or two calls that did not. The first thing is to build confidence. Content will be honed –but first you must have confidence to deliver content. People will buy into your confidence first.

2. Plan, Prepare and Prosper — Plan to win. If you want to prosper – you must plan and prepare a successful call out session. This will involve planning. You have every right to win if you plan to. A plan may involve how many appointments, valuations, meetings, cross-selling, etc. you want to achieve. Are you planning to achieve – no planning – no gaining! Plan with expectations – when you plan for a holiday or an occasion –you expect certain things to happen. Plan with that same sense of expectation.

Prepare everything you need – again if you go on holiday, you will take a suitcase! Prepare for your call by having all the information you need – contact details, property details, diary, key files, etc. You don’t want to be looking for these whilst you are on a call. The better prepared you are the less anxious you will be, and thus the more confident you will become.

Have a short list on a card of key areas you want to highlight in your call. Determine why you are making this call, don’t leave it to memory.

3. Routine — If you want to become good at a sport or something else – it requires time – a routine. Routines developed well become habits of success.

If you want to overcome ‘Telephone FEAR’ it will not happen by occasionally picking up the phone. Picture for a moment with me….the future – you personally taking responsibility to overcome ‘ Telephone FEAR’ and becoming a ‘Master’ at selling on the phone. Where could this lead to for you? What impact could this have for you and your family?

Build your confidence and anticipation as you go from ‘Telephone FEAR’ to ‘Telephone MASTERY’.
You can do it – I believe you can.

Becoming a ‘Telephone MASTER’ is a learnable skill – it is possible for everyone to grow in this. However many don’t and therefore don’t enjoy the success they could have. They settle for the ‘norm’ and leave it to others to enjoy great success.

However, if you have taken the time to read this, you have shown yourself that you are a person who believes that you can become a ‘Master’ at selling on the phone – you want to enjoy greater Influence, Impact and Income.
May 4, 2021
LinkedIn is a key channel for personal branding, so your LinkedIn profile is the launchpad to building a strong professional network. The channel is also the place to be if you wish to continue relationships of key people you meet at zoom networking events allowing you to easily stay in touch after making the effort to attend the meeting. As well as being the touchstone for nurture and lead generation a well optimised LinkedIn profile is on the same level as making a good first impression when you meet in person. How do you optimise your profile? 1. Make sure you have a current and professional head and shoulders photograph of yourself. You are on the platform to do business so ensure you appear to be there for that reason so a picture with your partner, favourite pet or vehicle doesn’t cut it. It should be a current photograph as it could be embarrassing putting a ten-year-old photo on the platform and when you meet a contact in person you look nothing like your photo so it could end up being a little like a bad first date. Be authentic. 2. Also use Canva.com to create a background image as why miss the opportunity to promote your business. If you have staff on LinkedIn create an image for all of them to use as their background as it’s a little like giving them all a company vehicle with no costs attached. 3. Treat your LinkedIn profile as an online resume and ensure you complete every section – a. The about section – I split this into two sections i. My Background ii. What I Do Now iii. Include an email and phone number at the bottom of this section b. Experience – show at least the last two positions c . Education d. Licences and Certifications e. Skills and Endorsements – You can have 50 of these so put in as many as you can for example if you were a bar person you could include customer service. f. Recommendations – request these from people you know 4. Use keywords in your headline – think of the words you would use if you were looking for your goods or services. 5. Join groups which could be a. Within your industry b. Where your target market is c. Services you have an interest in If you require any help or advise we offer training or talk you through the process via zoom. Blog written by Linda Cloke of We Do Social Media Ltd Contact: Linda@wedosocialmedia.co.uk or call 07769943756
By Connectionsb2b January 12, 2021
According to the Health & Safety Executive, over 11 million workdays are lost each year due to stress at work! The latest Employment Law Bulletin from our sponsors Parfitt Cresswell Solicitors focuses on the topic of stress in the workplace and the actions that employers can take to defend themselves against claims arising from this. In the Employment Law Bulletin expert Philip Luff covers: • What stress is • The duties of an employer • The potential action that an employee can bring against their employer for work related stress, and offers tips on how employers can best protect themselves against workplace stress claims To read the article and find out more about Stress Related Claims in the workplace click here . If you would like legal advice regarding an Employment Law matter take advantage of Parfitt Cresswell Solicitors’ complimentary initial video/telephone consultation with one of their legal experts. Call 0800 999 4437 or email enquiries@parfittcresswell.com today to arrange your free initial consultation.
By Parfitt Cresswell November 9, 2020
This article is brought to you by Parfitt Cresswell Solicitors Extension of the Furlough Scheme (CJRS) On Saturday 31st October the Prime Minister announced a further national lockdown in England to address the increasing rate of Covid-19 infections throughout the UK. This lockdown commenced on 5th November and will remain in place until at least 2nd December 2020. Under the previous tiered ‘local’ lockdown arrangements, the Government had announced two Job Support Schemes which were intended to succeed the Coronavirus Job Retention Scheme (furlough scheme). These schemes were known as the ‘JSS Closed’, aimed at businesses that had been forced to close under the tiered restrictions and the ‘JSS Open’, a scheme for businesses who although affected by Covid-19, were still able to open. These schemes were due to replace the existing furlough scheme when it ended on 31 October 2020, with the Government support significantly reduced when compared with the original CJRS. However, along with the announcement of a national lockdown throughout November, it was also announced that the CJRS would be extended for a further month. A few days after this, the Chancellor announced that this extension of the furlough scheme would now run until the end of March 2021. As such, the JSS is not likely to resurface until at least April 2021 (if at all). How had furlough changed By way of a reminder, the CJRS has been through several changes since its introduction in March 2020, from the Government initially funding 80% of an employee’s salary up to £2,500, with government support reducing in recent months as restrictions eased. In October 2020, the month before the scheme was due to end, the government contributed 60% of unworked hours up to a cap of £2,187.50, with the employer paying the additional 20% along with employer national insurance and pension contributions. How will the extension work? In simple terms, the extension of the Furlough Scheme puts employers back to the same level of government contributions that were available in August 2020, with the Government funding 80% of eligible employees’ salary, but the employer having to contribute both employer national insurance/pension contributions themselves. The current understanding is that the furlough extension will operate largely as it did before, however the following now applies: • The extended scheme will run until 31 March 2021. • The employer or employee are not required to have previously used the CJRS • To be eligible, the employee must have been on the employer’s PAYE payroll by 23.59 on 30 October 2020 and the employer must have made a Real Time Information (RTI) submission for that employee by that date. • The employee can be furloughed either full-time or flexibly (for part of their hours). Employers will need to report and claim for a minimum period of seven consecutive calendar days. • The government will pay 80% of eligible wages for any unworked hours, (up to a cap of £2,500) with the employer paying employer NIC and pension contributions on these unworked hours. Employers will need to pay the employees for any hours worked as per usual. • The employer can choose to top up to 100% if they wish but is not obliged to. • The Job Retention bonus for employers (£1,000 for each employee kept on until the end of January 2021) will no longer be able to be claimed in February as planned, but will possibly be introduced at a later date to help avoid the impact of the furlough scheme ending. • The Government will review the scheme in the New Year, so it is still possible that increased employer contributions could be required prior to the end of March. As with all these announcements, further detail and guidance will follow from the government in due course. If you require further legal assistance regarding the CJRS or and other employment law issue, take advantage of our complimentary initial consultation (available via telephone or video call) today by calling 0800 999 4437 or email enquiries@parfittcresswell.com
Share by: