1. The First Impression Decides

The very first few seconds of the call determine whether the client will listen or look for a way to get rid of the call.

How to make a good first impression?

• Use positive energy in your voice. People are attracted to enthusiasm and confidence.
• Introduce yourself briefly and clearly. E.g. “Hello, this is Jan Novak from Peakforce. I'm calling about quickly improving your online presentation. Can we take two minutes to do this?”
• Choose a pleasant, but not overly formal tone. Nobody wants to hear a robot.

2. How to handle objections

Every trader encounters objections. The key is how to respond to them.

Common objections and how to overcome them:

• “I don't have time.”
  • Reaction: “I understand, I'll be brief. I have a quick solution for you that can save you time and money.”
• “I already have a similar service.
  • Reaction: “That's great! How happy are you with her? Maybe we can compare if our solution would not add more value.”
• “I don't care.”
  • Response: “I understand, can I at least ask what is the biggest challenge for you at the moment? Maybe we can find a common solution.”

3. The Key to Success: The Right Questions

Direct selling is often met with resistance. Instead of forcefully offering a product, try to lead the conversation so that the customer himself realizes that your product/service is right for him.

Examples of strong questions:

• “What are your biggest difficulties at X?”
• “What would help you the most at the moment?”
• “What would have to happen for this offer to interest you?”

4. How to effectively close sales

When the end of the call approaches, it is important that the customer knows what the next step will be.

How to close a sale without pressure:

• Alternative query: “What would be more comfortable for you? “Do you start tomorrow or Monday?”
• Value summary: “Based on our call, I think this solution could help you. Let's discuss the next steps.”
• Natural transition: “How do you like this offer? If so, we can confirm it today.”

5. The most common mistakes of operators and how to avoid them

Mistakes that spoil sales:

• You talk too long without pausing. The call should be a dialogue, not a monologue.
• You use “but” when responding to objections. Replace it with the word “I understand” and show that you understand the other side's point of view.
• You can't differentiate. Show what you are different in than the competition.

Selling over the phone is not just about offering a product, but about creating a relationship with the customer. The key to success is the ability to listen, ask the right questions and conduct a conversation so that the customer himself realizes the value of the offer. If you adopt these few strategies, you will become a top trader.

Work smart.

Anywhere, whenever and wherever you want!

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