sales strategies for telecallers

Linkedin Strategies & Account Management Techniques for Tele Callers:

Linkedin Strategies & Account Management Techniques for Tele Callers By Clarence Currie

INDEX:

INDEX What is LinkedIn How LinkedIn can Increase your Sales Cold Calling A Consultative Approach Emailing Tips Simple Account Management Strategies

What is LinkedIn :

What is LinkedIn LinkedIn is an online business networking site that connects over 40 million experienced professionals from over 150 countries. You can find valuable information ranging from prospective companies, number of employees, designation and new company priorities.

Why LinkedIn :

Why LinkedIn Sales persons are using LinkedIn to research their prospects, find decision makers, assess interest and build relationships. They're leveraging this information and their connections to crack into corporate accounts and win big contracts.

LinkedIn and Sales:

LinkedIn and Sales LinkedIn is a tool that speeds up your business development efforts. It also can shorten the time it takes to get your foot in the door. Finally, it's a great way to keep in touch with your customers when they move on. Hopefully you're starting to see the potential in this online network - because it's there, waiting for us to embrace it.

How LinkedIn can Increase your Sales:

How LinkedIn can Increase your Sales LinkedIn can be used as a sales tool in the following ways. Lead Generation ( Search by title and industry for the ideal contacts at your ideal customers. Search by title and company name for specific target customers. You can also ask for recommendations from your existing clients.) Sales Acceleration ( Search for people in your prospect's company who are not closely involved in your deal , ask them about priorities that are going on at the company -- what are the high-level factors that might be influencing the buying process.) Accessing Interest ( send InMails that ask if the target knows of anyone within their organization who would be interested in your product, he will most likely point you in the right direction)

How LinkedIn can Increase your Sales:

How LinkedIn can Increase your Sales Finding the Decision Maker ( Ask other people in the company from a similar team or project if he can help you find who the person is who signs the cheques) Building Long Lasting Relationships ( Always remember that a big part of your sale depends on the relationship you have with your client. Always continue to keep in touch with clients who have already used your product/this will ensure repeat business) Always Focus on connecting ( Once you have the email address of any contact, add him to your LinkedIn contact. This will help you keep up to date on what’s going on in their company if he is an existing user and updates his profile)

Cold Calling – A Consultative Approach:

Cold Calling – A Consultative Approach Be Prepared – Do your homework before you call someone. Many times cold callers expect to go through to voicemail that when someone actually picks up the phone they are unprepared. Be Immediately Relevant – Any time you initiate contact with a client, make sure you demonstrate your knowledge of their firm in the first 10 seconds. Use a Reference – Do not hesitate to mention early in your conversation that you are working with a high profile client and he is facing similar issues, it makes your client feel he is safe and can open up. Have a Business Conversation – You are in business, focus on being a business professional that has something valuable to say.

Cold Calling – A Consultative Approach:

Cold Calling – A Consultative Approach Start a Conversation - Your goal is to engage your client in a discussion. In order to do this, you have to give them something they can respond to. Ask a question, invite them to a webinar, see if they'd be interested in an information resource on your website. Speak the Truth – Do not get embarrassed if you cannot answer a question from your client, simply say that you will find out and get back to him. Telling the truth enhances your credibility and builds trust. Think Win-Win - Never try to push your product/service on your client, always understand if it will help him first. If he is satisfied he will recommend your services/product. Ask Questions – The more questions you ask, the more you will learn and it will help you understand your clients needs before proposing a solution.

Cold Calling – A Consultative Approach:

Cold Calling – A Consultative Approach Link your Conversations - Don't approach sales as if it were a one time event. Link it to future calls, other negotiations, future meetings. Tell your client that you will get back to him on something before you end your call. Doing so demonstrates a commitment to your client and helps raise credibility. Offer Other Approaches - If the only recommendation you ever have for a client is "me/us," then no client can ever trust your recommendation. Have recommendations for alternative providers if the client can't afford you, or wants an answer sooner than you can deliver, or requires services that aren't cost-effective for you to deliver. Deliver on Promises - If you have promised your client anything, make sure you deliver it and in a timely manner.

Emailing Tips:

Emailing Tips Personalize every message - Your client must know immediately that the e-mail was written just for them. Mention your research. Highlight a triggering event. Use a reference if possible. Tie your message to their business needs - Don't talk about your company, products, services or solutions. Instead, focus on their issues, concerns, problems and challenges. Keep it short and sweet - You have less than 20 seconds to capture the attention of decision-makers. After the first couple sentences, they decide if they'll delete it, forward it or respond. Make it readable from the Subject window - Most people do a quick scan of their messages in the subject window before opening them. Start a conversation - Your goal is to engage your client in an online discussion. In order to do this, you have to give them something they can respond to. Ask a question, invite them to a webinar, see if they'd be interested in an information resource on your website. Focus on creating the dialogue.

Be Smart about Emailing:

Be Smart about Emailing But be smart about emailing. Just because it's so easy to send an e-mail message, doesn't mean you should do it that way. Instead, think long and hard about any message you send. That's how you'll become more effective.

Pipeline Management:

Pipeline Management Here are some tips on how to effectively manage large number of accounts. Organize – Use your sales software to help you organize your accounts. Ask the marketing team to pull up reports to help aid your sales. Eg . All accounts in a certain industry that have a turnover of over 1million USD. Know your Key Accounts – Always know which accounts are your key accounts and focus on building these accounts, add as many contacts from different division and regions, this will help strengthen your account management skills and also achieve more sales. Sort Your Accounts – Sort your accounts by industry or turnover, this will help you concentrate on developing your accounts further.

Pipeline Management:

Pipeline Management Know your numbers - At any given time a sales person should be able to forecast what his sales for the month will be. A simple tool is attached below with examples to help understand this concept better. Categorize your accounts and leads into High/Medium/Low to help you keep track of your potential sales and also forecast your sales. High – If you have established contact with a client and he mentioned that he has some requirement. Medium – After you have spoken with the client, understood his requirements and matched your solution to his requirement. Low – when you have completed the above 2 steps and the client has given you an oral confirmation that he is ready to buy your service/product.

Pipeline Management:

Pipeline Management In the table below. We understand that the sales person is confident that he will close the BMW and Gruntfoss sale and has received oral confirmation from the client. So he can project that he will definitely bring in 10500 USD in that month. He is not sure about the DELL account as it may close next month, however he has a track of which accounts he can close next month. i.e. High should move to Medium and medium to Low in the coming month. Account Product/Service High Medium Low Nokia E A I 5000 Dell Datawarehousing 10000 BMW SAP 5500 Gruntfoss ERP 6000 TOTAL 5000 10000 10500

Pipeline Management:

Pipeline Management This tool is easy to use and requires only an exel sheet. It is a great way of forecasting your sales and keeping track of your prospective sales. The parameters of your High/Medium/Low can be altered to suit pre-sales callers as well.

The 7 Habits of Highly Effective Sales People:

The 7 Habits of Highly Effective Sales People Be Proactive Begin with the End in Mind Put First Things First Think Win-Win Seek First to Understand before you are Understood Synergize (Team Work) Sharpen the Saw (Revise your sales skills)

Conclusion:

Conclusion It is imperative that a sales person is passionate about their product/service, and understands the value proposition of their product/service. They must always looks at sales as a relationship where he is helping the client grow his business.

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THANK YOU CLARENCE CURRIE 9962319158 Clarence.currie@gmail.com