Making Better Sales Calls For Your Business
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Free Download - Making Better Sales Calls For Your Business By Curtis Sullivan
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I can't remember my last evening at home that I didn't get a solicitor calling; all-too-often they are absolutely terrible at selling to me.
Sales calls don't have to be a miserable experience for both parties. By assessing some of the worst parts to most sales call scenarios, you can review your company's approach and increase the likelihood of closing deals. Here are a few imperative things to remember for your sales force:
Honesty is the most important part of successful sales. In the fast paced information-centric world we live in, people are getting tired of "games" when it comes to their interactions. Your potential customers don't have the time or patients to mess around with people and companies that they don't trust or find credible. Remember that credibility is one of the most valuable pieces of the sales puzzle and it corresponds directly with honesty.
Don't act like an old friend when first contacting customers; inform them who you are and who/what you represent. I received a sales call the other day, when I asked who was calling, the gentleman replied, "Bill," and he left it just at his name. When I asked Bill where he was calling from, he said "Vermont." This short and assuming response simply frustrated, and the possibility of Bill closing the sale with me was over before it even began. I would have probably listened to him had the call began more honestly, "Hello, my name is Bill and I am calling from X company..." He may not have closed the deal, but most people would probably agree that they appreciate the respect.
- Be human and build rapport
The best question to ask early in the call is, "Is this a good time?" People like being honest and direct when given the opportunity. If the customer indicates that the present time does not work, then take that opportunity to request a time to reconnect. Calling back at a predetermined time also shows the customer that you are investing your time to work with them and that you respect their time and (potential) business.
Sales people also often forget that the first word of building rapport is "building." Assuming that the rapport has already been established is a critical failure of weak sales teams. Actually listening to what the customer has to say and what they are interested in will be far more valuable than simply waiting for your turn to talk; the best sales people develop their listening skills and learn the difference. Building rapport is ultimately about establishing a human connection with the other party and relating with them.
In the last month my household has received no less than six calls from one particular non-profit association looking for donations; each time we have told them that we have given all we can this year, and still they persist. I even asked on the last call to be removed from their calling list; the salesperson disconnected as soon as I said "removed". Now, as a consumer (and previous donor), I am irritated and have resolved myself to NEVER give to them again.
Put yourself in your customer's shoes. Persistence is a valuable tool that shows commitment and dedication, but crossing the line to become annoying is an easy thing to do. Rebuilding a sales relationship after destroyed credibility is far more difficult than accepting a temporary loss and revisiting the customer later.
Telemarketing is not the best way to close deals; if that is what your company needs to do then, do it better. Through honesty, rapport, and understanding your company can establish credibility and close more sales. Above all remember that, being human and relating with your customers is a sure way to do better business.
Making Better Sales Calls For Your Business - To learn more about this author, visit Curtis Sullivan's Website.
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Dave Kurlan
Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development. He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development.
Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit.
He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine.
He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball.
He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling (Dan Seidman), Stepping Stones (Deepak Chopra and Brian Tracey) and 101 Great Ways to Improve Your Life, Volume 2 (David Riklan). - Visit Dave Kurlan's Website |
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Bruna Martinuzzi
Author, facilitator, speaker and founder of Clarion Enterprises Ltd., a company specializing in Emotional Intelligence, Leadership, Six Thinking Hats, Myers-Briggs and Presentation skills training and coaching. Speaks six languages and is experienced in delivering training in China, Europe, The Middle East, in addition to the U.S. and Canada.
Author of The Leader as a Mensch: Become the Kind of Person Others Want to Follow http://www.leaderasamensch.com
Winner of The Izaak Killam Pre-doctoral Fellowship three years in a row and the Award for Unusual Innovation in the Workplace. - Visit Bruna Martinuzzi's Website |
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Joe Evans
Joe Evans serves as the President and Chief Executive Officer of Method Frameworks.
Method Frameworks serves Commercial enterprises with strategic and operational
planning solutions using the firm’s proprietary Plan4 process. Visit Method Frameworks at www.methodframeworks.com.
Joe is a published author,
frequent speaker and recognized expert in corporate strategic planning
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Want more corporate strategic planning insights? Read Joe's blog. Also, request to join the "Strategic Planning Xchange" now by following this link to the Strategic Planning Xchange. - Visit Joe Evans's Website |
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