Telephone sales – How to do it…

I was surfing the web on the weekend and started to look into the whole solar power thing. I like the idea of harnessing the power of the sun, generating power for my own needs, feeding any excess power back to the grid and getting paid to do so. What a concept!!

I got onto a few web sites and thought I would test out their response times and sales processes. It is always interesting to see what processes people have to follow-up on-line leads. The company I emailed promptly called me back on Monday, announced who they were and the fact that they were responding to me enquiry on the weekend. She then went into a series of questions and lead me down the path to setting an appointment for a “solar technician” to visit my home for a free assessment.

Right the way through the conversation she continued to outline both features and benefits, she asked all my questions and gave me a lot of valuable information about why they use certain materials, what to look out for when talking to other suppliers, things that really set them apart and then summarised what had been discussed.

Once that had been done she than went into the government rebates, discussed that installation process, what they covered, the incentives, where the government was in relation to subsidies and getting in early to take advantage of phase 1 of the rebates etc….I was left in no doubt that this was the company I needed to have, there was no reason for me to call anyone else. We booked an appointment, in a time frame that suited me perfectly and now I get to see the rest of the process…..

The Green Solar Group did an amazing job on the phone. Now, this is by no means a referral as I have not yet accepted a quote or seen the technician, this is just a great example of how to sell effectively over the phone.

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  1. Hi there Simon how have you been?
    My name is Glenn, l dropped you a line not so long ago regarding farmers/ hunters, thanks so much for the reply. Your comments regarding the Solar firm is of great interest to me as that is what l’m trying hard to learn about, both from the sales point and the products.
    Today was a sales reading day, l’m learning about myself and my need to grow my sales skills forever, “go back to basics”.
    Your experience with the solar company sounds interesting, can you provide me with a function/ benefit outline, l’m trying hard to create a format for my sales, but seem to have many walls up.. and to many informative words to say, l’m yet to find a guide for creating my outline, how did the appointment go with the Tech Sales? how did he come across, was knowledge of the product relevant, did he fullfil your questions..
    Simon – l really need some help or a kick up the backside, can you help with the first please.

    • OK, where to start.

      1. I do not remember the feeature ebenfit side of things in detail as the call was over 2 years ago now. All I remember is that she hit all of my hot buttons around the uncertainty of moving down thi spath.

      2. The tech guys did real well. He spent around 2 hours completing a comlp[ete audit of the home re our energy consumption and then the NSW GOVT let him down re the solar rebate scheme. I choose at that point not to go ahead.

      3. When I work with clients on sales I have to understand their marketplace so I can get in and assist with their calling / sales process. I usually find out their clients hot buttons are and build a script around that so we knock down the walls right up front. For example on our calls to business owners to set appointments for our coach team we start with, “the reson for my call and the reason our clients coose to work with us are that they generally have cashflow issues, have trouble finding great staff, are not the highest piad person in the business or they work too many hours, do any of these ring true for you”?

      See we go straight to the issue rather than talk about us being the #1 Business Coaching compnay in the world with1400 coaches in 41 countries etc…. There is nothing about us, its all about them.

      So back to the drawing board with your sales process….


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