"over the phone" sales meetings

mrjosco · 23rd May 2013, 04:54 PM

Guys,

I hit the ground running this week and I have found 4 people who have agreed to a demo/meeting regarding my building them a mobile website.

I am an experienced salesperson and have lots of tools for presenting in person - but I have never presented over the phone.

Anyone willing to share any tips and or techniques that help them communicate powerfully and convincingly via phone?

Jason Kanigan · 23rd May 2013, 05:27 PM

http://www.warriorforum.com/mobile-m...-websites.html

http://www.warriorforum.com/mobile-m...ml#post5933275

Then go to the Offline subforum.

mrjosco · 23rd May 2013, 09:43 PM

Thanks. Read all those, but my question was a specific issue not really addressed.

I am not asking about general "mobile selling techniques" - in fact, I already have presentation appointments. I am asking a more specific question.

Mainly, what specific techniques do some of you have for CLOSING a sale (with an appointment already set) over the phone.

Not general, pie in the sky, 'how can I get a customer' retread.

In person, this would be a lot easier (and I am sure the conversion would be much higher) - sadly, I don't have that option at the moment.

Do you use gotomeeting and/or a similar web conferencing?

Do you send them a .pdf presentation and guide them through it?

Obviously the normal needs analysis and the basic fundamentals of selling should be used - but HOW To use those techniques over the phone is the topic of discussion.

And sadly those threads, while fantastic in their own right, don't address that issue very well. Most of the information is basic, general information. Very few specifics for the question I have asked.

Jason Kanigan · 23rd May 2013, 11:12 PM

Read this.

If it doesn't show you how to convey value, as it has to tons of people on this very forum, then I don't know how else to explain it.

There aren't any magic words. There is a consistent sales process.

mrjosco · 24th May 2013, 10:15 AM

Thanks again Jason. I appreciate your willingness to help! Sadly, I think I am communicating my question poorly.

I am not asking for sales strategy, I am asking about logistics.

Do you use a web conferencing tool, do you send a .pdf, do you send nothing and just use your words without visuals?

Those threads are BRILLIANT in terms of sales strategy. And I have a lot to learn in that area - but right now I am just interested in logistics.

My first meeting didn't go so well. They said, "no thank you" before we even started. Which is weird because THEY scheduled the demo. I sent them a thank you email and I have another one scheduled for 2PM. At least I know that one can't go any WORSE.

Right now I am inviting them to a meeting with anymeeting so they can see my presentation, which in a nutshell shows them what a mobile site can do in terms of customers and revenue. If I can get to that part it might be compelling. We will see.

I don't know if sending the meeting invite is what turned off the first prospect, but there are plenty of other fish in the sea.

kenmichaels · 24th May 2013, 10:22 AM

Originally Posted by mrjosco

Thanks again Jason. I appreciate your willingness to help! Sadly, I think I am communicating my question poorly.

I am not asking for sales strategy, I am asking about logistics.

Do you use a web conferencing tool, do you send a .pdf, do you send nothing and just use your words without visuals?

I don't know if it helps or not, but I only use a phone and my words.

No mock up, demo's or literature ( that includes - emails, faxes and snail mail )

ronr · 24th May 2013, 02:42 PM

Try join.me.

It lets them see your screen. Then you can talk to them and show them visuals and other websites you bring up at the same time. Clients don't mind because they are just watching your screen not downloading anything to there computer

It's free. Haven't used it in a while but when I did it worked great.

Ron

Jason Kanigan · 24th May 2013, 07:01 PM

Originally Posted by mrjosco

Thanks again Jason. I appreciate your willingness to help! Sadly, I think I am communicating my question poorly.

I am not asking for sales strategy, I am asking about logistics.

Do you use a web conferencing tool, do you send a .pdf, do you send nothing and just use your words without visuals?

Those threads are BRILLIANT in terms of sales strategy. And I have a lot to learn in that area - but right now I am just interested in logistics.

My first meeting didn't go so well. They said, "no thank you" before we even started. Which is weird because THEY scheduled the demo. I sent them a thank you email and I have another one scheduled for 2PM. At least I know that one can't go any WORSE.

Right now I am inviting them to a meeting with anymeeting so they can see my presentation, which in a nutshell shows them what a mobile site can do in terms of customers and revenue. If I can get to that part it might be compelling. We will see.

I don't know if sending the meeting invite is what turned off the first prospect, but there are plenty of other fish in the sea.

Your demo should be the hardest thing to get out of you. I know this sounds counter-intuitive.

You want to only show off your abilities to people who are a good fit--qualify on need, budget and personality. Otherwise, you'll tire yourself doing demos for unqualified prospects...who just want to take you for a ride and get a free education.

You can do a demo/mockup/presentation if you want. It goes after you've qualified the prospect. At the end of the process. Not near the beginning, where everyone wants to put it. Less rejection this way, and no unpaid consulting.

Do not send over your quote/mockup/video analysis and then wonder what became of it. Set a time to discuss with the prospect, then send it over at that time and go over it section by section. You will hear their live responses--which you otherwise might never hear ("I don't want to offend him.")

I think you are overcomplicating things when it comes to the presentation phase. Screensharing is fine, emailing a demo link to someone and then discussing by phone is fine. Personally, I used anymeeting a couple years ago and found the video very choppy. A video to go over with your prospect (and hear their live reactions) would be better. You should be creating the proposal with the prospect, so that there's no confusion. And submitting it should be the final step--right before they pay you. There should be any wondering and waiting when you submit a proposal, because you only do when you are getting the order.

Ask them questions:

Why did you want to meet with me today?

What were you hoping I could do for you?

What do you dislike about your situation now?

If I could fix that, what would it look like?

What were you envisioning would happen?

and more. Get them to draw you the picture of what they want. Then you determine whether you can create that or not. You can always adjust the picture later, based on your expertise and what is possible.

We're checking for fit all the way along, ready to qualify them Out at any time.

If it is a fit, then we demo.

mrjosco · 25th May 2013, 11:02 AM

Thanks Jason,

That is great advice. I am falling to the same weakness you accuse many people - and offering my demo too early in the process.

Thankfully your advice is supported by my first round of 3 presentations. One of them went really well, and an in person meeting is scheduled to wrap it all up - but two of them turned out to be complete wastes of time. I used cold calling to get them to agree to a free 'demo' - but then one said "We aren't interested anymore" before I even finished saying hello. The other bad one I had been talking to someone who had no business agreeing to a demo.

I love the advice - and I see how it makes sense from a time and sales standpoint. Now I just have to completely rethink my cold calling script!

Either way I have a promising final appointment Tuesday where I can ask for cold hard cash and then a chance to walk around a big city doing door to door to find new customers.

This isn't easy - and I didn't really 'choose' this life. But I plan on making the best of it.

aduttonater · 26th May 2013, 11:49 PM

Send what ever material you have available to get the sale. Anything that makes it "user friendly" to read and comprehend.

Jason Kanigan · 29th Jun 2013, 11:34 AM

Originally Posted by aduttonater

Send what ever material you have available to get the sale. Anything that makes it "user friendly" to read and comprehend.

No, you don't want to send literature to anyone who asks. You'll end up wasting all your time on prospects who won't buy if you do this.

QUALIFY your prospect. Do they Need your product? Do they have the Budget for it? Do they have the Personality you can work with?

23rd May 2013, 04:54 PM	#1
mrjosco HyperActive Warrior War Room Member Join Date: 2011 Location: USA Posts: 209 Thanks: 106 Thanked 99 Times in 49 Posts	"over the phone" sales meetings Share on: Guys, I hit the ground running this week and I have found 4 people who have agreed to a demo/meeting regarding my building them a mobile website. I am an experienced salesperson and have lots of tools for presenting in person - but I have never presented over the phone. Anyone willing to share any tips and or techniques that help them communicate powerfully and convincingly via phone?

23rd May 2013, 05:27 PM	#2
Jason Kanigan www.salestactics.org War Room Member Join Date: 2011 Location: NC, USA Posts: 6,673 Thanks: 3,712 Thanked 8,233 Times in 3,582 Posts	Re: "over the phone" sales meetings Share on: http://www.warriorforum.com/mobile-m...-websites.html http://www.warriorforum.com/mobile-m...ml#post5933275 Then go to the Offline subforum.
	>> How To Grow Your Online Business [FREE Training Video, No Opt-In, from 10+ Year Vet] >> For Agency Founders: The Fast Shortcut To Selling SEO, Leadgen, Webdesign & Other Services

23rd May 2013, 09:43 PM	#3
mrjosco HyperActive Warrior War Room Member Join Date: 2011 Location: USA Posts: 209 Thanks: 106 Thanked 99 Times in 49 Posts	Re: "over the phone" sales meetings Share on: Thanks. Read all those, but my question was a specific issue not really addressed. I am not asking about general "mobile selling techniques" - in fact, I already have presentation appointments. I am asking a more specific question. Mainly, what specific techniques do some of you have for CLOSING a sale (with an appointment already set) over the phone. Not general, pie in the sky, 'how can I get a customer' retread. In person, this would be a lot easier (and I am sure the conversion would be much higher) - sadly, I don't have that option at the moment. Do you use gotomeeting and/or a similar web conferencing? Do you send them a .pdf presentation and guide them through it? Obviously the normal needs analysis and the basic fundamentals of selling should be used - but HOW To use those techniques over the phone is the topic of discussion. And sadly those threads, while fantastic in their own right, don't address that issue very well. Most of the information is basic, general information. Very few specifics for the question I have asked.

23rd May 2013, 11:12 PM	#4
Jason Kanigan www.salestactics.org War Room Member Join Date: 2011 Location: NC, USA Posts: 6,673 Thanks: 3,712 Thanked 8,233 Times in 3,582 Posts	Re: "over the phone" sales meetings Share on: Read this. If it doesn't show you how to convey value, as it has to tons of people on this very forum, then I don't know how else to explain it. There aren't any magic words. There is a consistent sales process.
	>> How To Grow Your Online Business [FREE Training Video, No Opt-In, from 10+ Year Vet] >> For Agency Founders: The Fast Shortcut To Selling SEO, Leadgen, Webdesign & Other Services

24th May 2013, 10:15 AM	#5
mrjosco HyperActive Warrior War Room Member Join Date: 2011 Location: USA Posts: 209 Thanks: 106 Thanked 99 Times in 49 Posts	Re: "over the phone" sales meetings Share on: Thanks again Jason. I appreciate your willingness to help! Sadly, I think I am communicating my question poorly. I am not asking for sales strategy, I am asking about logistics. Do you use a web conferencing tool, do you send a .pdf, do you send nothing and just use your words without visuals? Those threads are BRILLIANT in terms of sales strategy. And I have a lot to learn in that area - but right now I am just interested in logistics. My first meeting didn't go so well. They said, "no thank you" before we even started. Which is weird because THEY scheduled the demo. I sent them a thank you email and I have another one scheduled for 2PM. At least I know that one can't go any WORSE. Right now I am inviting them to a meeting with anymeeting so they can see my presentation, which in a nutshell shows them what a mobile site can do in terms of customers and revenue. If I can get to that part it might be compelling. We will see. I don't know if sending the meeting invite is what turned off the first prospect, but there are plenty of other fish in the sea.

24th May 2013, 02:42 PM	#7
ronr VIP Warrior War Room Member Join Date: 2002 Location: USA Posts: 1,957 Thanks: 262 Thanked 478 Times in 326 Posts	Re: "over the phone" sales meetings Share on: Try join.me. It lets them see your screen. Then you can talk to them and show them visuals and other websites you bring up at the same time. Clients don't mind because they are just watching your screen not downloading anything to there computer It's free. Haven't used it in a while but when I did it worked great. Ron

25th May 2013, 11:02 AM	#9
mrjosco HyperActive Warrior War Room Member Join Date: 2011 Location: USA Posts: 209 Thanks: 106 Thanked 99 Times in 49 Posts	Re: "over the phone" sales meetings Share on: Thanks Jason, That is great advice. I am falling to the same weakness you accuse many people - and offering my demo too early in the process. Thankfully your advice is supported by my first round of 3 presentations. One of them went really well, and an in person meeting is scheduled to wrap it all up - but two of them turned out to be complete wastes of time. I used cold calling to get them to agree to a free 'demo' - but then one said "We aren't interested anymore" before I even finished saying hello. The other bad one I had been talking to someone who had no business agreeing to a demo. I love the advice - and I see how it makes sense from a time and sales standpoint. Now I just have to completely rethink my cold calling script! Either way I have a promising final appointment Tuesday where I can ask for cold hard cash and then a chance to walk around a big city doing door to door to find new customers. This isn't easy - and I didn't really 'choose' this life. But I plan on making the best of it.

26th May 2013, 11:49 PM	#10
aduttonater Business ****** Join Date: 2009 Location: Tucson, AZ Posts: 613 Thanks: 3 Thanked 52 Times in 45 Posts	Re: "over the phone" sales meetings Share on: Send what ever material you have available to get the sale. Anything that makes it "user friendly" to read and comprehend.
	http://newinnovativeenterprises.weebly.com