samedi 16 février 2013

Sales Technics : Voicemail

Encore un extrait de Louie Bernstein <> consacré aux messages laissés sur le répondeur de votre correspondant, pour info.

  • "If you‚re selling to the right people, then your prospects probably get a ton of voicemails.  I‚m not a real fan of leaving voicemails unless they‚re used for strategic purposes.  For introductory voicemails keep the following in mind:
  • ·         Keep it short.  No longer than 20 to 30 seconds.
  • ·         Speak slowly. 
  • ·         Start with your name and phone number and end with your phone number spoken S-L-O-W-L-Y.
  • ·         Give them a reason to call you back.  This is the most important element of the voicemail.  This is very similar to the introductory part of the cold call: 
  • -          Do your research on them.
  • -          Establish credibility.
  • -          Generate excitement and/or curiosity.
  • An example; „Hello John, this is Louie Bernstein with Sales Getters in Atlanta, Georgia.  My number is 404-808-5326. <Slowly> I was very excited to see Ultra Motors brought in 300 new customers last year.  That‚s fantastic and I understand that it‚s your department that brought in those customers.  Congratulations!
  • The reason this excites me, is that over the last three years every one of Sales Getters‚ customers who had a large increase in sales and used Sales Getters afterward, had a further sales increase of more than 10% in less than six months.  If you can call me at (404) 808-5326 and let me ask you a few questions, we can determine quickly if Ultra Motors can take advantage of our service.‰
  • Nobody likes having to leave voicemail.  It makes you feel like you aren‚t getting anywhere.  But it is part of the job.  So, you might as well do it as best you can.  Think about if someone were to leave you a voicemail.  What would that voicemail have to have in it to get you to call back?  Apply that same logic, or thought pattern, to your voicemails.  

  • Sales Homework ˆ Write out your voicemail for an introductory call.   

  • Sales Managers ˆ Help your sales reps write their scripts.  Do this in a group setting and develop a best-of-breed list of scripts.  Then, add these scripts to your Sales Playbook.  Don't have a Sales Playbook?  Keep reading.