Have you ever heard a true professional on the telephone closing a sale? It's like poetry. There's no anxiety - just a smooth flow as he steers the sales process. How do we obtain such sales skills? We can listen to the pros and do what they do! The following comes from a sales veteran controlling the call from start to finish. You'll only hear the sales side, but that's all you'll need to get the gist. (Names, places, products changed for privacy).
Following are the wonderful tips for Improve your Sales Skills and Telephone Skills
Sales Introduction: As we all know first impression is last impression that’s why sales Introduction is most important factor for your sales lead. People like to know they reached the right place and to whom they are talking. It also establishes you as a representative authority.
Saying No: He said no to the prospect's low ball offer. We often get so focused on saying yes that we forget NO is OK too. Don was kind, firm and did not waiver, hesitate or make excuses. He called the bluff and was able to move forward with little resistance.
Building Value: In saying no Don built value by referencing market conditions and the quality of his product. He used common sense logic implying the product's market value which must be respected as a guideline. He did not get angry at the offer or worry about not getting the sale. He simply flipped the table. He also "asked for it." "Are you able to get to offer $850?" and thus controlled the negotiations and moved them in the direction they needed to go.
Sales Negotiation: try to minimum negotiate with your sales gole, but on Don's terms. Essentially, Don said "look, if I'm going to do something for you, you need to do something for me" i.e., commit to an immediate purchase.
Followed Through: Just because he got the verbal agreement, Don ensured the sale was completed. The extra time it took to do this is minimal in light of trying to chase people down when they don't follow through. He also thanked the client for the sale and provided his contact information for any future needs.
Hi,
ReplyDeleteIt was a great post on "Telephone Sale Skills".
More than anything else the sales professional and that includes the sales professional who is identified by his behavioral patterns. Many people style themselves as true professionals while in practice they do not have the qualities of professional at all. Critical traits of the true sales professional are two basic qualities, ethics and integrity.