The main stages of selling by phone
Posted: Tue Jul 01, 2025 3:30 am
Let's analyze the main ways to turn the conversation from a negative key to a constructive direction, especially the creation of a universal dialogue script from five stages of sales.
Establishing contact with the client
The first and very important stage of correct telephone sales technique. First, greet the person on the other end of the line, and then begin to describe the service and provide information that will be of interest to him, not to you.
It is not necessary to immediately go into extensive discussions about the company and general descriptions of its advantages. Introduce yourself, explain the purpose of the call and be sure to specify the name of turkey email list the interlocutor. Try to make the person interested in the conversation - otherwise there will be no point in communication.
Useful advice: offer the person help in solving his problem. If you manage to interest a potential buyer from the first words, the chances of a successful deal will increase significantly.
Definition of needs
During a short greeting and introduction, the manager will need to ask the potential client leading questions to identify his needs. Remember: people don't care what you need, but they like to talk about themselves.
This stage of selling by phone will largely depend on the specifics of the situation – what data the client already has, how he feels about the manager, whether he is ready to call or not. There is only one universal advice - ask the right questions, listen carefully and draw conclusions. Questions can be:
open - motivate the interlocutor to a detailed answer, explanation;
closed - allow you to give a short answer such as "yes" or "no".
For successful telephone sales, you need to ask as many open questions as possible - they will help you learn the most useful information.
It is very important in telephone sales to accurately determine the client's needs
Presentation
The third stage of telephone sales involves matching the client's needs with the assortment and searching for a suitable option. It remains to present the client's solution. It can be a description of an ideal frying pan or a new model of a coat, or an online speech with a full-fledged presentation - it all depends on the specifics of the product.
The main tasks of the manager:
at the previous stage, accurately determine the need;
quickly pick up a proposal that can interest a person;
to describe him succinctly and comprehensively.
Focuses attention only on those features of the product or service that will be of interest to a specific client.
Processing is objected
Mandatory component of the structure of the conversation with the client on the phone during the sale. In objection, the potential buyer expresses doubt that the product or service will solve his request. It arises as a result of incorrect presentation of the offer or incorrect product selection.
Thinking over the structure of telephone sales, you will need to anticipate the main types of objections and work through them. It is important to determine the main reasons for refusals to conclude a deal. To do this, you can contact current customers with a short survey, you can offer a small pleasant discount for your help.
Closing the deal
Sale is the final stage of telephone communication. The buyer managed to find out all the questions that interested him, chose a suitable product - all he has to do is buy it. At this stage, the manager needs to carefully show the initiative and push the client to complete the deal. There are no other recommendations. The main thing is to maintain goodwill, and if necessary, then return to the stage after processing the objection.
Establishing contact with the client
The first and very important stage of correct telephone sales technique. First, greet the person on the other end of the line, and then begin to describe the service and provide information that will be of interest to him, not to you.
It is not necessary to immediately go into extensive discussions about the company and general descriptions of its advantages. Introduce yourself, explain the purpose of the call and be sure to specify the name of turkey email list the interlocutor. Try to make the person interested in the conversation - otherwise there will be no point in communication.
Useful advice: offer the person help in solving his problem. If you manage to interest a potential buyer from the first words, the chances of a successful deal will increase significantly.
Definition of needs
During a short greeting and introduction, the manager will need to ask the potential client leading questions to identify his needs. Remember: people don't care what you need, but they like to talk about themselves.
This stage of selling by phone will largely depend on the specifics of the situation – what data the client already has, how he feels about the manager, whether he is ready to call or not. There is only one universal advice - ask the right questions, listen carefully and draw conclusions. Questions can be:
open - motivate the interlocutor to a detailed answer, explanation;
closed - allow you to give a short answer such as "yes" or "no".
For successful telephone sales, you need to ask as many open questions as possible - they will help you learn the most useful information.
It is very important in telephone sales to accurately determine the client's needs
Presentation
The third stage of telephone sales involves matching the client's needs with the assortment and searching for a suitable option. It remains to present the client's solution. It can be a description of an ideal frying pan or a new model of a coat, or an online speech with a full-fledged presentation - it all depends on the specifics of the product.
The main tasks of the manager:
at the previous stage, accurately determine the need;
quickly pick up a proposal that can interest a person;
to describe him succinctly and comprehensively.
Focuses attention only on those features of the product or service that will be of interest to a specific client.
Processing is objected
Mandatory component of the structure of the conversation with the client on the phone during the sale. In objection, the potential buyer expresses doubt that the product or service will solve his request. It arises as a result of incorrect presentation of the offer or incorrect product selection.
Thinking over the structure of telephone sales, you will need to anticipate the main types of objections and work through them. It is important to determine the main reasons for refusals to conclude a deal. To do this, you can contact current customers with a short survey, you can offer a small pleasant discount for your help.
Closing the deal
Sale is the final stage of telephone communication. The buyer managed to find out all the questions that interested him, chose a suitable product - all he has to do is buy it. At this stage, the manager needs to carefully show the initiative and push the client to complete the deal. There are no other recommendations. The main thing is to maintain goodwill, and if necessary, then return to the stage after processing the objection.