Building the Positive Beliefs Essential to Success in Telephone Sales - By: Kate Tammemagi

Positive belief has a direct impact on everything we do in Telephone Sales. It will increase your motivation to achieve higher sales results and your drive to perform well on each telephone sales call. It will improve your skills and abilities with each potential customer. They will HEAR that you believe in your products, your Company and yourselves. It will increase your sense of achievement and job satisfaction. Above all, it will increase the number of sales we achieve each day, each week and each month.

The Power of Negativity
Telephone Sales can be a tough game, monotonous, boring and even frightening! Whether it is incoming or outbound sales, telephone sales people are hearing negatives all day long. They hear – ‘I am not interested; You are too expensive; I like your competitor’, and worse!
Pretty soon the negativity gets inside the Sales Person, and deeply embedded in the Sales Team. They feel that no-one will ever buy from them!

When this happens, sales go down dramatically, and personnel start leaving. The low morale feels very powerful within the Team, it feels like something that cannot be changed. But it can!

The Positive Belief Force Field
How do you turn it round? You create a positive force field round yourselves and your Team. Negativity is powerful and comes from all directions. It is like a multi-faceted force field. You cannot combat it with a new monthly incentive. This would be like throwing down a grain of sand to hold back the tide and it will not work.

Every good telephone sales person or sales team builds their Positive Belief Force Field. They identify each essential positive belief that is necessary for them to sell successfully. They work actively at protecting and increasing each positive belief, thus creating a protective, positive force field round them as they sell.

The Positive Beliefs are critical to success in Telephone Sales
These Positive Beliefs are –

1. Belief that Prospects can and do buy. This is belief number one. If I do not believe they will ever buy I will not try to sell. People really do buy insurance, cars, cleaning products or whatever. They are definitely going to buy from some sales person. This will be either you or a competitor, but they are definitely going to buy. Collect stories, facts and figures that reinforce this message.

2. Belief that your product / service is of value and that it is worth buying. Good sales people have to be able to make themselves believe this fact in order to sell successfully. They gather positive evidence, learn every strength and benefit of their products, talk to Customers who are happy with their product and they do everything they can to see the value of their products. They walk positive, talk positive and do not let any negative thoughts take hold in their heads.

3. Belief that your product / service provides good value for money. The good sales person gathers evidence to confirm that the price of their products is fully justified. You get really comfortable knowing that your products are worth every cent of this price. This belief requires constant effort and doing real research that shows the value of your products against your competitors.

4. Belief that success in Telephone Sales is about skills rather than luck. This belief is critical to keep the Telephone Sales person motivated and continuously improving. The evidence that will support this belief are things like war stories from the good sales person, new skills or techniques that are tried and found successful, Team workshops on your approach and techniques with customers etc.

5. Belief that I am good and that I can sell. This is a personal self talkissue and every good sales person must work on this every day and every week. The best of the best can look so confident and perform so well but they have their moments quaking in the wash room! What they do have is the skills to build up their own confidence. They tell themselves they are good, they are worth listening to and they have the skills to lead the prospect through the sale. Each will try different techniques each week to build this self-belief. Work with your Team members to share these ideas.

It is really important for each sales person or sales manager to work brainstorm ideas to build positive belief. It work wonders on the bottom line!

About the Author

Kate Tammemagi is a Telephone Sales Trainer in Ireland. She designs customized Telephone Sales Training and Cross Selling Training.

Article Directory Source: http://www.articlerich.com/profile/Kate-Tammemagi/57937

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