Telefonakquise - 6 Praxis-Tipps [einfach & sofort anwendbar]

6 effective hacks for your telephone prospecting with concrete phrasing examples. You can find the accompanying course here: https://www.bottin.de/shop/podcast/ #1: Use curiosity-stimulating questions Before you move on to your actual sales pitch or interest-stimulating approach, it can be helpful to pique your customer's curiosity by asking a question. You can achieve this with the following questions: Can I get straight to the point? Can I tell you directly what this is about? Can I get straight to the point? What these questions all have in common is that you always get a yes at this point, and at the same time, your customer is now curious (and therefore attentive) about what comes next – namely, your hook. Curiosity-stimulating questions are rhetorical elements that serve to build suspense. They ensure your customer's attention. #2: Start your pitch with this sentence "Mr. Petermann, the reason I'm calling you today is..." With the right language pattern, you trill patterns. With this introduction to your interest arousal, you more than double the likelihood of making an appointment. #3: Avoid an overly detailed needs analysis in telephone acquisition In telephone acquisition, you're selling an appointment for a sales meeting. If you want to sell an appointment, you have to provide reasons and encourage the customer. There's little room for extensive analysis. That's why it's more likely to be successful in telephone acquisition if the salesperson speaks more than the customer. In sales conversations, it's the other way around. #4: Don't be afraid of quiet customers I've already mentioned it: things run differently in telephone acquisition. This includes the following discovery: If your customer isn't very talkative during the initial contact, that's a good sign. Sounds strange, but it's true. The average length of a customer's conversation in successful sales calls is 3.5 seconds. By comparison, in unsuccessful phone calls, the customer's conversation length is more than twice as long at 8 seconds. #5: Never go into phone sales blindly - never, never, never Anyone who goes into a sales call without solid prior information – essentially blindly – ​​is wasting massive potential for success. If you hear yourself asking the switchboard operator, "Who decides about XYZ?", chances are you haven't done your homework. There's nothing wrong with asking this question, but it's obviously much cooler if you can say instead, "Hello, Bottin. Could you please connect me with Herbert Petermann? It's about the Q3 Sales Playbooks for Field Sales." #6: Don't ask, "Is it a good time right now?"