Six Steps to Creating Online Presentations for Telephone Selling
How much extra money could you make by closing just one or two additional sales a day?
You can double, or even triple, the effectiveness of your telephone selling by showing prospects why they should buy from you, instead of just telling them.Clients and prospects are visually oriented. They process and retain 75% of the information they see, compared to about 15% of the information they hear. There are six steps involved in preparing online visuals you and your prospects can look at online during telephone conversations and teleconferences. Step 1: Desired resultStart by identifying what you want to accomplish during each phone call. Ask yourself:
- What is the primary message I want to communicate?
- What action do I want my client or prospect to take?
- What information can I provide to convince them to take the desired action?
Identify as many different ways as possible your product or service can benefit your client. Be as specific as possible.Step 3: FrameworkOpen your presentation program and create an "empty" set of visuals to support your upcoming calls. This will provide a framework for developing your telephone sales presentation.Don't be concerned the contents of each visual. At this point, don't stop to fill in the details for each visual. Simply create an empty presentation visual and title for each of the points you want to cover in your upcoming telephone calls.
Hint: You may want to create a template with placeholder visuals to help quickly prepare future presentations. Step 4: Provide proofNext, go through your presentation framework and complete each of the visuals by adding appropriate text and graphics. As you complete each visual, strive to make your benefits as specific and as visual as possible. Translate your products or services into added dollars and cents revenue, reduced costs, or time savings. Whenever possible, show, rather than tell.
Translate words into information graphics, like tables, charts, and graphs, to emphasize:
- Comparisons, i.e. before and after revenues or expenditures of time and money.
- Trends, i.e. growing market share.
Start by identifying the possible objections that prospects might come up. Determine how to respond to each one. Then, prepare visuals that will only be used if your prospect brings the specific objection up. Typical objections concern price, competitive features, ease of use, and economic uncertainty. Step 6: Upload and rehearseAfter reviewing your work, use your presentation program's Save as...
command to save your presentation in the appropriate online format.Then, upload your presentation to the server where you and your prospects can access it online during calls.Rehearse your presentation, until you can comfortably proceed from point to point, and easily access the contingency visuals, (if needed). Consider your web-based presentations a "work in progress" that you continually update and refine. Prepare additional visuals as new objections come up. And prepare personalized slide titles and visuals for specific clients and prospects..
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Six Steps to Creating Online Presentations for Telephone Selling
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