Outgoing Calls <br /> “Typically salespeople hate to prospect and are not usually very good at it. Prospecting is the psychological opposite activity of sales and it is usually much more effective when done by non-sales people. A dedicated prospector is usually more effective at this task than salesperson.”<br />
Selling Skills<br />“AskFor Time to Talk”<br />-Always ask your prospect for their time. (do you have a quick moment for me)<br />-Asking for time to talk is polite and non-intrusive ; it will set our<br />company above others.<br />“Benefits”<br />-Features are facts. Benefits are what these facts will do for guests.<br />-Customer buy benefits, not features. <br />-Best to keep in mind Features Tell and Benefits Sell.<br />
Selling Skills<br />“Closing”<br />-A major reason business is lost is that no one ever asked the prospect to buy. <br />-Without a close, a guest contact is only a conversation.<br />“Discipline”<br />-Discipline builds successful sales. <br />-Practice self-control, good work habits and time management. <br />
Selling Skills<br />“Echo Questions”<br />-Use echo questions to get more information. <br />-Phrase your question using the key words from callers last statement.<br />“Humor”<br />-when the other party uses humor, respond kind with gentle humor.<br />-Tone of voice.<br />
Selling Skills<br />“Negative Experience”<br />-Don’t cement a negative or objection. Get details by asking questions.<br />“Know Your Objective”<br />-Be sure you know your objective before every call.<br /> (gathering emails, selling, thanking etc…)<br />“Let’s”<br />-“Let’s” shows cooperation with buyers.<br />-“Let’s” maintain control of the conversation<br />
Selling Skills<br />“One-Word Answers”<br />-Extra words are free, so be generous. Avoid one-word answers.<br />“Practice Being Positive”<br />-If a customer’s question calls for a comment, make yours a positive one.<br />“Rejection”<br />-Keep setbacks in perspective. Don’t take rejection personally.<br /> (offer, company, product, price, timing, other factors)<br />
Selling Skills<br />“Smile”<br />-SMILE! Your guests can hear it.<br />-The way you sound may determine whether you make a sell.<br />“Weak, Wimpy Words” <br />-Share your confidence with your customers. Avoid weak, wimpy words.<br />“You Buy or They Buy”<br />-If customers aren’t buying from you, you’re buying from them.<br />
Selling Skills<br />Why Is This Important?<br /><ul><li>82% of all sales people fail to differentiate themselves or their products from the competition.
86% of all salespeople ask the wrong questions and miss sales opportunities.
62% of all salespeople fail to earn the right to ask for commitment.
82% of salespeople discount price to earn a sale.</li></ul>*Statistics based on research conducted by The Sales Board. Over 16,000 customers and 300 salespeople in 25 industries were studied.<br />