10 More Tips On Preparing For The Call
10 More Tips On Preparing For The Call
2) Don’t be too friendly with your customers or prospects – you’re dealing with them in your professional capacity, you’re not there to be their best buddy
3) Be specific and factual - don’t exaggerate or generalise – if you do you won’t be believable
4) Quantity of sales calls is important - don’t swan off after one good call - maximise on a ‘good run’
5) Quality of calls is even more important – one lady was regularly attempting 50 telephone calls a day, making on average one-minute contact with 30 decision makers and getting knock backs from 99% of them – now she’s having proper conversations with them and is getting positive results on over 75% of her calls – sure the number of calls has gone down somewhat but which would you say is more effective?
6) Speak in a conversational manner - don’t be either theatrical or in too much of a rush – The first just isn’t believable; the second is normally down to nerves – trying to get the call over with as quickly as possible – be normal!
7) Only try to engage your customer or prospect in a sales conversation when it’s convenient for them to listen and take part fully – try asking them if they have a couple of minutes right at the beginning of the call – you’ll be surprised at how that little courtesy alone differentiates you from 95% of your competitors!
8) Have a specific sales goal in mind when making the call – and, no, it shouldn’t be “I’m gonna sell this guy something”
9) Keep searching for new customers… but don’t ignore your ‘regulars’ – it costs a lot less to sell more to an existing customer than it does to a new one, so don’t just assume yours are happy to continue dealing with you, find good solid reasons to be in regular contact in a way the suits them
10) Listen (and look out for) hints and clues that will help you to identify the type of character you are dealing with – remember it’s down to you to tailor your approach to suit the style and comfort zone of each one
Hope these tips help you.
Happy hunting!
Linda
10 More Tips On Preparing For The Call - To learn more about this author, visit Linda Mattacks's Website.
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1) Avoid using ‘jargon’ – sometimes we’ve become so comfortable with the products or services we’re selling that we don’t realise we’ve inadvertently slipped into using specialised language
2) Don’t be too friendly with your customers or prospects – you’re dealing with them in your professional capacity, you’re not there to be their best buddy
3) Be specific and factual - don’t exaggerate or generalise – if you do you won’t be believable
4) Quantity of sales calls is important - don’t swan off after one good call - maximise on a ‘good run’
5) Quality of calls is even more important – one lady was regularly attempting 50 telephone calls a day, making on average one-minute contact with 30 decision makers and getting knock backs from 99% of them – now she’s having proper conversations with them and is getting positive results on over 75% of her calls – sure the number of calls has gone down somewhat but which would you say is more effective?
6) Speak in a conversational manner - don’t be either theatrical or in too much of a rush – The first just isn’t believable; the second is normally down to nerves – trying to get the call over with as quickly as possible – be normal!
7) Only try to engage your customer or prospect in a sales conversation when it’s convenient for them to listen and take part fully – try asking them if they have a couple of minutes right at the beginning of the call – you’ll be surprised at how that little courtesy alone differentiates you from 95% of your competitors!
8) Have a specific sales goal in mind when making the call – and, no, it shouldn’t be “I’m gonna sell this guy something”
9) Keep searching for new customers… but don’t ignore your ‘regulars’ – it costs a lot less to sell more to an existing customer than it does to a new one, so don’t just assume yours are happy to continue dealing with you, find good solid reasons to be in regular contact in a way the suits them
10) Listen (and look out for) hints and clues that will help you to identify the type of character you are dealing with – remember it’s down to you to tailor your approach to suit the style and comfort zone of each one
Hope these tips help you.
Happy hunting!
Linda
10 More Tips On Preparing For The Call - To learn more about this author, visit Linda Mattacks's Website.
Like this article? Share it with your friends
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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