Salespeople: Do you use visual aids even over the phone?

7 replies
Visual aids are a no-brainer in a face-to-face meeting. But over the phone it's a bit different. I'm thinking of requiring my prospects to be in front of a computer so I can use visual aids during phone sales as well.

Anyone into phone sales: what are your thoughts on requiring prospects to be at a computer and view your presentation aids during a phone appointment?
#aids #phone #salespeople #visual
  • Profile picture of the author fastviper
    It will help you sell them. No doubt.
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  • Profile picture of the author bob ross
    I think it sounds ridiculous to be honest.
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  • Profile picture of the author Claude Whitacre
    Originally Posted by Delta223 View Post

    Visual aids are a no-brainer in a face-to-face meeting. But over the phone it's a bit different. I'm thinking of requiring my prospects to be in front of a computer so I can use visual aids during phone sales as well.

    Anyone into phone sales: what are your thoughts on requiring prospects to be at a computer and view your presentation aids during a phone appointment?

    I can only think of a few times that this world be important.

    Selling a painting, maybe.
    Selling a blueprint? Maybe.
    Selling an exotic automobile? Maybe.

    But as a sales aid? It would actually dis-engage the customer.
    They would be looking at things on the screen that are not what you are talking about.

    Visual aids on the computer would also restrict you in what you talk about, and the order you discuss them.

    Visual aids in an in person sales presentation are actually made to ensure that the salesman stays on track, and doesn't go off on tangents. A visual presentation also lends a feeling of dealing with a "real" company in personal selling.

    The visual aids also ensure that the salesman answers the questions a prospect would normally ask.

    But over the phone? I can't think of any "internet related" product that would be sold better if the prospect was glued to the computer.

    I've used and created several flip chart type visual aids in selling. But they are really for the salesperson's benefit more than to help the prospect understand.

    I think it's a good question, by the way.

    When I cold call (rarely, nowadays) I still use a chart in front of me that has the main points I need to cover, as well as a few new scripts I got from Jason Kanigan.
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  • Profile picture of the author Kunle Olomofe
    Not sure why this is ridiculous.

    I have used visual aids to sell web site design and close deals.

    1. If you're selling web design, and your client is in front of PC or has a tablet or whatever in their hand you can walk them through a demo site you built or past designs you've done.

    2. If you're selling online advertising, you can walk them through google adwords or facebook ads if they are a prospect that has never seen how an online PPC ad campaign would look and work.

    3. If you're selling graphic design... same as no. 1.

    4. If you're selling ecommerce solutions, what could be better than walking an interested prospect through a live or dummy shopping cart system so they see what kind of work you can deliver.

    5. If you're selling email marketing services, what could be better than giving them back end access into your email admin panel and talking them through how to set up a quick autoresponder campaign or even creating an HTML sales letter.

    6. If you're selling a CMS package, you can walk them through how to use one if they ar curious about it.

    I can probably think of a ton of other ways to use visual aids to sell over the phone. I'm about to possibly close another deal tonight with my prospect on his computer and me on mine talking about HIS web site and why he wants a redesign and what I can do regarding giving him a better web site. Many of my clients even though local are not close enough to where I am to justify the trip... Many of them are happy to close on the phone once they see the distance is an issue. Visual aids help some of them get a better idea what they're getting before they decide to buy.

    Yes, you may have hiccups along the way, but what tools in life don't have hiccups as part of using them?

    I don't get why anyone would just dismiss a totally logical concept like this... maybe I'm missing something, if so please kindly enlighten me.

    Cheers

    Kunle
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    • Profile picture of the author Claude Whitacre
      Kunle:

      Your post made perfect sense. But I don't know if I would use visual aid online while I was cold calling. You are just adding another step to the process.

      Now, in an online appointment...I would see this apply far more.


      Added later: I'm sorry, I see that the original poster actually said "Phone appointment".
      I wouldn't use a visual aid when cold calling, but I see where it would help with closing a deal if you are both already online.

      Personally, I've never used a visual aid in selling over the phone. But I have had prospects look my company (or me) up online while I was talking to them.
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  • Profile picture of the author Aaron Doud
    If you are not local and need to a demo sure. Otherwise Bob Ross summed up my thoughts.
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  • Profile picture of the author RedShifted
    If thats the case I would say develop a better phone script. =]
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