Sales Improvement Strategies


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Sales Improvement Strategies

  1. 1. Sales Improvement Strategies Turning Incoming Calls into Sales and Profits
  2. 2. <ul><li>A positive and sufficiently energetic attitude can result or assist in: </li></ul><ul><ul><li>Retaining a customer’s interest throughout the call </li></ul></ul><ul><ul><li>A customer calling you back </li></ul></ul><ul><ul><li>Earning trust </li></ul></ul><ul><ul><li>Better call control </li></ul></ul><ul><ul><li>Overall positive customer experience regardless of whether a sale is concluded or not. </li></ul></ul><ul><li>Remember, we are here for them, and not the other way around. </li></ul>BE POSITIVE AND ENTHUSIASTIC ABOUT THE PRODUCTS AND SERVICES THAT WE OFFER. Sales Improvement Strategies
  3. 3. <ul><li>Always look for an angle to make a sale. </li></ul><ul><li>Lay down all options on the table, if necessary , so that the customer can make a better and more intelligent decision to purchase our products. </li></ul><ul><li>Never assume that you know what the customer will or will not buy. </li></ul><ul><li>Example: Customer calls in regarding the </li></ul><ul><li>price of an upgrade. Never say, “Sorry, that </li></ul><ul><li>pricing is only available for new customers,” and </li></ul><ul><li>then try to get rid of the customer. </li></ul>FOCUS ON WHAT YOU CAN DO FOR THE CUSTOMER INSTEAD OF WHAT YOU CAN’T. Sales Improvement Strategies
  4. 4. <ul><li>Too many times a customer is unsure what to buy, </li></ul><ul><li>and the rep says “Check out our website </li></ul><ul><li>and call me back later when you decide.” </li></ul><ul><li>Ask the customer what he/she wants and offer two or three models that fit the bill. </li></ul><ul><li>Try to keep it simple: don’t give the customer too many recommendations. </li></ul><ul><li>The more options you give them, the more likely they will say, “I have to think it over and let me call you back.” </li></ul>YOU ARE HERE TO MAKE RECOMMENDATIONS. Sales Improvement Strategies
  5. 5. <ul><li>Energy is contagious , whether positive or </li></ul><ul><li>Negative , within the office or with the customers. It </li></ul><ul><li>doesn’t matter whether you’re on the phone or not, </li></ul><ul><li>customers can feel you ! </li></ul><ul><li>It takes this self-awareness to help get the </li></ul><ul><li>customer excited about buying from us. It’s another </li></ul><ul><li>reason why we have flashy colorful ads, not just to </li></ul><ul><li>catch the eye but to create excitement and to </li></ul><ul><li>entice. </li></ul><ul><li>This same upbeat energy should continue as we tlak </li></ul><ul><li>with our customers. </li></ul>A SMILE GOES A LONG WAY. Sales Improvement Strategies
  6. 6. <ul><li>Whether the sale is concluded or not, it is always a good practice to ask for referrals. </li></ul><ul><li>Follow up with your referrals. </li></ul><ul><li>A good or positive customer experience will naturally lead to more referrals to </li></ul>ALWAYS ASK THE CUSTOMER FOR REFERRALS. Sales Improvement Strategies
  7. 7. <ul><li>I’d like to acknowledge the following Sales Supervisors, without whose ideas </li></ul><ul><li>this presentation would not have been made possible: </li></ul><ul><li>Jess Critendon </li></ul><ul><li>Jon Barton </li></ul><ul><li>Johnny Allen </li></ul><ul><li>Wendy Wilson </li></ul><ul><li>Thank you for all your wonderful ideas! </li></ul>Acknowledgment: Sales Improvement Strategies Greg Consulta Instructional Design Specialist