Sie kümmern sich um wichtige Verkaufsgespräche. Wie gehen Sie mit Unterbrechungen um, um Ihre Zeitziele zu erreichen?

Strategy: Before your calls, outline the key points you need to cover and anticipate potential interruptions. Create a checklist or agenda to keep you focused. Personal Experience: I’ve found that mapping out the main objectives of a call and allocating specific time slots for each topic helps in staying on track. For instance, if I know I need to discuss pricing and then answer technical questions, I’ll set aside dedicated time for each, allowing me to manage the call more effectively even if interruptions occur.

Prior to initiating a sales call, create a comprehensive plan. This includes defining a clear agenda, anticipating potential customer inquiries, and preparing concise responses. By following this strategy, you can effectively redirect the conversation if disruptions arise. If a customer interrupts, acknowledge their concern politely and suggest a brief pause if needed. Should an interruption occur on your end, apologize concisely and address it promptly. Throughout the call, maintain the customer's focus on the established agenda to achieve your time objectives

Planning is the cornerstone of successful sales calls. Set a Clear Agenda: Outline the key points you want to cover. This keeps the conversation focused and efficient. Anticipate Questions: Think ahead about what your client might ask. Prepare concise answers to demonstrate your expertise. Manage Interruptions Gracefully: If interruptions occur, whether from you or the client, acknowledge them politely. Stay on Track: Gently steer the conversation back to the agenda to maximize your time together. By preparing in advance, you not only enhance your credibility but also create a more meaningful connection with your client.

Eine Vertriebsstrategie ist sehr wichtig, diese definiert die Ziele, die Themen, die USPs, die Zielgruppe, den Pitch, etc. und damit auch den roten Faden für die Gespräche. Die Frage ist dabei immer mit wem man spricht: Bestands- oder Neukunde? Einkäufer, Fachbereichsleiter, CIO/CFO, etc. Je nachdem wen man ansprechen möchte mit welchem Thema braucht man unterschiedliche Argumente und USPs, denn jeder Ansprechpartner ist anders. Dementsprechend benötigt man im roten Faden des Gesprächs auch Anknüpfungspunkte, bzw. Argumente wenn diese vom Gegenüber negiert werden oder für ihn nicht wichtig sind. Deshalb empfiehlt es sich am Anfang immer die W-Fragen zu stellen. Dann kann man bedarfsgerecht argumentieren. Vorbereitung ist das A und O.

Before each call, outline a focused agenda and share it with the client. This sets expectations for time management, keeps conversations on track, and minimizes the chance of unnecessary detours or interruptions. Build buffer time into your schedule between calls to account for potential overruns or unexpected issues. This ensures you remain flexible without derailing your entire day, helping you stay on time and productive.

Subir des interruptions dans un appel de vente peut être très frustrant. C'est contre productif. C'est pour cela,il est impératif de fixer des limites saines avant le Call. Il s'agit de définir les grandes lignes de l'appel avec votre client potentiel pour éviter toute interruption ou digression. Il faut lui expliquer votre process pour créer une bonne relation.

Setting boundaries is crucial for effective communication, especially during important client calls. Establish Time Limits: At the start of the call, clearly communicate the estimated duration. This shows respect for both your time and your client’s. Uninterrupted Focus: Ask if your client can dedicate that time without interruptions. This sets the tone for a focused discussion. Inform Your Team: If you’re in an office, let colleagues know you’re on an important call. A proactive approach minimizes external distractions. Handle Interruptions Gracefully: If an interruption occurs, acknowledge it, address it quickly. Your ability to manage these moments not only enhances professionalism but also builds trust with your clients.

Pour ne pas subir des interruptions il est déjà important en premier lieu de définir l'intention dès le démarrage de l'appel. Ceci dit, cela permet de savoir ou vous allez dans votre appel. Mais si vous êtes face une personne pas très attentive, il faut utiliser la technique du miroir verbal pour que la personne comprenne que elle et vous doivent être sur la même longueur d'onde. Ainsi avec de techniques de questionnement bien établis vous pourrez rester dans le temps imparti.

Set Boundaries Strategy: Clearly communicate your availability and the importance of the call to others. Use tools like calendar invites and status updates to signal when you’re not to be disturbed. Personal Experience: I used to struggle with interruptions from colleagues during important calls. By setting my status to “In a Meeting” on all communication platforms and informing my team ahead of time about my call schedule, I minimized disruptions and was able to concentrate better on the call at hand.

Mastering the art of conversation is essential in any professional setting. Balance is Key: Be thorough yet mindful of time. Every moment counts in a conversation. Tactful Acceleration: If interruptions occur, guide the discussion back on track without making anyone feel rushed. Use Transition Phrases: Phrases like “Moving forward” or “To ensure we cover everything…” can help refocus the agenda seamlessly. Confidence is Crucial: Lead the conversation with assurance. This not only keeps you on schedule but also instills confidence in your clients. By mastering these techniques, you can ensure that all necessary points are covered while maintaining a positive and engaging atmosphere.

Managing the pace of a conversation is a delicate art. While it's important to be comprehensive, it's equally crucial to be mindful of time constraints. If a disruption has slowed our progress, let's politely and efficiently move forward. Phrases like 'To ensure we cover all our topics...' can help us gracefully return to our agenda. By confidently steering the conversation, we can effectively address all key points within our allotted time.

Control Pace Strategy: Keep the conversation on track by managing the pacing of the call. If an interruption occurs, address it briefly and return to the main agenda promptly. Personal Experience: During a sales pitch, I encountered frequent distractions. By consciously controlling the flow of the conversation and politely steering it back to the key points, I ensured that the most important aspects of the pitch were covered without losing momentum.

The three C’s of sales are: Control Control Control This is your most powerful tool of all, the ability to control the conversation puts you in the drivers seat of your sale. It builds trust and shows confidence in your ability, and in your product and service. Two examples of phrases to use to control the conversation are: “what I’m going to do for you is” “so, here’s what we’re going to do” This paints the illusion that this is really happening, it gives you that “control.”

L'écoute active est la clé d'un appel de vente qui marche. Dans mon notebook "SALES ADDICT: Transformer un non en OUI" j'explique comment l'écoute active bien mener peut permettre 1: de conclure plus facilement la vente, 2- de créer une relation sur le long terme. Dans l'écoute active il y a la maitrise du silence qui est très primordiale et cela se fait par une technique d'approche bien précise. Il faut que dès les 60 premières secondes de l'appel, vous montrer votre intérêt à laisser l'autre parler et se sentir valoriser.

Listen Actively Strategy: Engage actively with your conversation partner, showing empathy and understanding. This helps in identifying when interruptions are important and when they can be deferred. Personal Experience: On a call with a potential client, I actively listened to their concerns even when interrupted by external factors. This approach helped in addressing their issues more effectively and ensuring that the call remained productive and focused.

Active listening helps identify when a client is about to introduce a potential interruption. By anticipating it, you can steer the conversation to a conclusion before the interruption fully disrupts the call.

While it's essential to stay focused on the original agenda, maintaining flexibility is vital. If a client introduces a new topic or concern, briefly acknowledge their point and suggest scheduling a follow-up call to discuss it in more detail. This approach ensures that we respect the initial purpose of the meeting while also addressing the client's immediate needs. By demonstrating flexibility, we show our willingness to adapt and our appreciation for the client's input.

De part mon expérience, l'agilité et l'adaptabilité sont des qualités importantes pour devenir un bon vendeur. On ne peut pas tout contrôler lors d'un Call, Si vous avez des interruptions de la part de votre prospect,montrez vous flexible et compréhensif. Ainsi vous lui prouver que vous vous intéressez à ses besoins et en se sentant écouter et compris le passage à l'achat devient plus facile. Alors il faut pas mal percevoir une interruption. Elle peut être parfois une bonne occasion pour vous de conclure la vente.

Stay Flexible Strategy: Be prepared to adapt your approach based on the flow of the conversation and any interruptions that arise. Flexibility can help in managing unexpected situations without derailing the call. Personal Experience: I once had a sales call where the client’s schedule was disrupted. By being flexible and adjusting the call’s structure to fit their needs, I was able to keep the conversation relevant and productive, even with the changes.

Follow Up Strategy: After the call, send a summary or follow-up email to recap key points and next steps. This ensures that any missed details due to interruptions are addressed and that there is a clear path forward. Personal Experience: Following a call with multiple interruptions, I make it a habit to send a detailed follow-up email. This not only reinforces the main discussion points but also provides an opportunity to clarify any parts of the conversation that may have been impacted by the interruptions.

If an interruption forces a deviation from the agenda, propose a brief follow-up call to address the remaining points. This keeps the current call on track while ensuring all concerns are addressed.