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3 estrategias para VENDER por teléfono o por whatsapp. BRIAN TRACY
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3 estrategias para VENDER por teléfono o por whatsapp. BRIAN TRACY

The Importance of Using the Phone in Sales

In this section, the speaker discusses the importance of using the phone effectively in sales and provides techniques to improve phone conversations for setting up interviews and increasing sales effectiveness.

Using Physiology to Enhance Phone Conversations

  • Smiling while speaking on the phone can be felt through one's voice. It is recommended to have a mirror in front of you to remind yourself to smile during phone conversations.
  • Standing up while talking on the phone can add urgency, vitality, and energy to your voice compared to sitting down.

Dealing with Busy Prospects

  • The most valuable clients are often busy individuals who have limited time for conversations. They tend to view incoming calls as interruptions and want to get back to their tasks quickly.
  • Breaking their preoccupation is crucial in sales conversations. This can be achieved by saying something that diverts their attention from what they were doing and focuses it on you.

Approaching Prospects Effectively

  • Connecting your product or service with what prospects are concerned about will grab their attention. Asking a strong open-ended question related to their concerns can lead them to respond positively and engage in further conversation.
  • Pointing towards the solution of a prospect's problem is essential. Most prospects want higher sales results, so offering a solution that promises increased sales can be effective in capturing their interest.
  • Avoid focusing on selling the product itself over the phone; instead, emphasize how it can help solve their problems or achieve desired outcomes.
  • Use questions that demand a response from the prospect, such as "Would you like to see your sales increase?" or "Tell me more about your information needs." This encourages an open-minded response rather than an immediate rejection.

Handling Rejections and Objections

  • If a prospect responds negatively or shows disinterest, use the instant reverse close technique by immediately saying, "I didn't think you would be interested; that's why I called." This can catch them off guard and make them reconsider their initial response.
  • Mentioning testimonials or social proof can also help overcome objections and build trust with prospects.

The transcript provided is in Spanish.

The Importance of Asking Questions

This section emphasizes the importance of asking questions during a conversation with a prospect. It highlights that the person who asks the questions has control over the conversation.

Asking Questions to Take Control

  • When a prospect asks questions, they are taking control of the conversation.
  • By asking questions yourself, you can maintain control and steer the conversation towards your desired outcome.
  • Remember that you are on the phone to schedule an interview, not to sell a product or service.

Techniques for Getting Past Gatekeepers

This section provides techniques for getting past gatekeepers and reaching decision-makers during phone conversations.

Utilizing Receptionists' Help

  • Receptionists have an innate instinct to help others when asked for assistance.
  • When speaking to a receptionist, ask them if they can help you reach the person responsible for making decisions.
  • If necessary, mention that you need specific information about their company to further establish credibility.

Leveraging Referrals from Executives' Offices

This section explains how leveraging referrals from executives' offices can be highly effective in securing interviews.

Using Executive Referrals

  • When speaking with a receptionist, ask them who is responsible for making decisions regarding sales training for their sales team.
  • Mention that you were referred by someone in the president's office or another high-level executive.
  • Referrals from top-level executives increase your chances of getting an audience with decision-makers.

Structuring Powerful Questions

This section emphasizes the importance of structuring well-crafted questions that generate curiosity and interest in prospects.

Crafting Effective Questions

  • Create detailed and well-rehearsed questions that generate curiosity and interest.
  • Practice asking these questions over the phone to ensure a smooth delivery.
  • The question should be so compelling that it grabs the prospect's attention and makes them want to know more.

Selling the Idea of 10 Minutes

This section highlights the importance of selling the idea of getting just 10 minutes of a prospect's time for an interview.

Pitching 10 Minutes

  • When calling to schedule an interview, you are essentially selling the idea of getting 10 minutes of the prospect's time.
  • Emphasize that you have a method or solution that can potentially increase their sales by 20% or 30% in the next 12 months.
  • Let them know that they will be the judge after seeing what you have to offer in those 10 minutes.

Generating Curiosity with Showcasing

This section explains how showcasing something interesting during a conversation generates curiosity and increases the likelihood of securing interviews.

Showcasing Something Interesting

  • Mention that you have something to show them during your conversation.
  • Reinforce this by stating that they will genuinely find it interesting and beneficial towards achieving their goals.
  • Curiosity is one of the primary reasons why people consider granting interviews when they hear about something they desire or need.

Confirming and Scheduling Interviews

This section provides tips on confirming and scheduling interviews effectively.

Confirming Interview Details

  • When a prospect suggests scheduling an interview for another time, ask if they have their agenda handy.
  • Suggest a specific date and time for the interview, repeating it back to confirm agreement.
  • Express gratitude for their time and reinforce their anticipation for what you have to show them.

The transcript provided does not cover the entire video.

Video description

La psicología de venta de Brian Tracy se basa en la idea de que las ventas exitosas dependen en gran medida de la capacidad de los vendedores para comprender y satisfacer las necesidades y deseos de los clientes. Según Tracy, los vendedores exitosos deben desarrollar habilidades en las siguientes áreas: Persuasión: la capacidad de persuadir a los clientes para que compren un producto o servicio. Comunicación: la habilidad de escuchar atentamente a los clientes, hacer preguntas adecuadas y transmitir información de manera clara y convincente. Cierre de ventas: la capacidad de cerrar la venta de manera efectiva, superando cualquier objeción que el cliente pueda tener. Creación de relaciones: la habilidad de construir relaciones a largo plazo con los clientes, estableciendo la confianza y la lealtad. Tracy también enfatiza la importancia de la planificación y la organización en la venta efectiva, y sugiere que los vendedores deben establecer objetivos claros, conocer su mercado y desarrollar un plan de acción para alcanzar sus metas. En resumen, la psicología de venta de Brian Tracy se centra en la importancia de comprender las necesidades y deseos de los clientes, desarrollar habilidades en la persuasión, la comunicación y el cierre de ventas, y establecer relaciones a largo plazo con los clientes para lograr el éxito en las ventas.