TELEPHONE SELLING TIPS
Does Selling by Telephone Sound Too Difficult For You? Then Read On--It's Still One of the Best Ways to Sell Your Product or Service.
By Kevin Nunley
The telephone is still one of the top ways to sell. You can pick up a phone, reach just about anyone in the world, and get a very sincere conversation going. This ability to use the phone to go anywhere and achieve a special rapport with customers makes the telephone an indispensable selling tool.
Jot down what points you want to cover in your conversation before you call. This will help you stay on track. And ask questions. Remember--it's the person who asks the questions who controls the direction of the conversation. Listen to what is going on around the person on the other end. Managers are often very busy and may have something important come up during your call. Offer to call back in 30 minutes or an hour. This helps you get back to the customer fast before he has a chance to put you off indefinitely.
When customers call you, spend a few seconds in friendly banter. Then answer questions and zero in on a product or service that can help them.
Of course, one of the hardest parts of selling anything is closing the sale. You know when you're having a problem with closing. You spend lots of time with customers, but don't get many sales.
Here are three simple ways to close the sale:
1. Show you really empathize with the customer--If they hurt, you feel their pain. If they want, you understand their desire with all your being.2. Ask Questions--Ask Questions. Then ask MORE questions. You lead the direction of the conversation. If you get the right answers, you get the sale.
3. Be Ready--Be prepared to answer the objection that it costs too much. Reduce the price down to what it would cost the customer by the day or per hour.
You can also point out that most everything these days costs too much. Ask the customer how much they think they should pay for the product or service. Once they answer you, their expectations will become more reasonable.
Finally, practice closing too soon. What feels like "too soon" is often just right.
Read Kevin's FREE 10,000 ideas to market your business at DrNunley.com See his popular promotion deals. You may reach him at (801) 328-9006 or by emailing: kevin@drnunley.com
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