To sell over the telephone calls for a different skill set from selling face to face. What is telephone selling? Telephone sales means just that. Prospecting, interviewing, demonstrating, validating, negotiating and closing all on ‘phone. Here are three things to consider to successfully sell over the telephone. The tone of your voice is 85% of
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Here are 4 reasons why it is important to help customers make purchase decisions, as opposed to selling. 1. The word selling is ‘dirty’ Unfortunately, selling connotes negative, even fearful images in the mind of the prospective buyer (prospect). Actually, even the statement, “We will transfer you to sales” or “We will introduce targets in
‘What this means is that…’ Such a simple phrase, so rarely used, so costly to selling. Here’s what I mean. Technical language necessitates lay explanation Technical language can be found in every industry. This could be industry or institution specific. And what it means at industry level could be different, institution. For instance, Q1 to
Prospecting is a science, not an art. Prospecting is the never unending quest to seek buyers for your product or service. I’ve said it before, and will keep shouting from the rooftops. If you don’t prospect, you die. If you do not have anyone to buy your product, it’s as good as useless. Quite unfortunately,
When you don’t sell, you close through delivering service excellence. This is what selling through service is. The more if your service or product is sold as a reaction to a query. Not because of any fault of yours but because the nature of your product deems it so. Think selling moving services, coffins, mortuary
Sales contests. The magic ingredient in sales. The importance of sales contests cannot be gainsaid. But what do you mean by sales contests, you ask? Sales contests are, well, contests like any other, in which some win, others lose but overall the team and therefore institution thrives. Or should. The importance of sales contests Why
If you don’t measure it, it won’t happen. If you don’t measure sales performance, it won’t happen. And if you don’t measure process, choosing to measure results instead, good luck! Measuring process is King, measuring results is vanity. Believe it or not there are institutions that don’t measure sales processes. They measure results. Even I
Salespeople take risks. Scratch that. Successful sales people take risks. Mediocre ones colour within the lines. And their (mediocre) results show it. If you are recruiting for a sales person, capacity to take risks should be high on your checklist. If you are recruiting compliance officers, then acting in accordance with set rules it is.
“But we’ve never heard of you, customers keep saying. We could sell more if only Marketing did their job.” Not an uncommon accusation from sales people. Today, I’d like us to look at some sales problems marketing gets blamed for. In fact, some problems are simply objections that need handling. They don’t know about us
Insist on face-to-face sales meeting. At the meeting, dialogue, listen, take notes. Get to the nub of the issue. Then consensually agree on way forward. After all, even in a pandemic, we are still social creatures. This piece of advice should be Holy Grail for two sellers. The business to business (B2B) one for whom