12 STEPS TO SELLING MORE ON THE PHONE.... How to Overcome Foot in Mouth Disease and Close More Sales
2011-11-23 12:01:09
WRITE DOWN THE BENEFITS AND ‘WHY’S’ THE PROSPECT SHOULD AGREE WITH YOU Everybody needs to be convinced. Everybody needs to know the benefits outweigh the costs. Everybody needs to know if they part with their hard earned cash they’re going to get far more in return than they paid. Not everybody understands the benefits of your product or service as well as you. You need to have some very compelling reasons. Have some good success stories you can use to convince your prospect why they should buy from you. Be a good story-teller. How do you do that? Practice telling the stories before you pick up the phone. It helps get you in the mood too.
WRITE DOWN THE PROSPECTS POSSIBLE OBJECTIONS AND ‘ESCAPE ROUTES’ . An old mentor of mine told me once ‘Selling is like hunting. You have to stalk your prey. Think like your prey. Then cover all the escape routes...’ I used to think ‘oh, how tacky and ruthless. That’s not me..’ Well, I used to think that way until I missed the first 100 or so sales.... (Well, not quite 100, but it sure felt like it.)
The best way to overcome objections is to anticipate them and have great ways to turn them back round to your advantage. ‘How?’ I hear you ask. That’s the next step.
WRITE DOWN YOUR ANSWERS TO THOSE OBJECTIONS. Get your sales team together. List the top 10 objections you hear all the time. Then the next 5 really hard ones you get from time to time. Then come up with 3 different ways to deal with each of them. Then have objection handling practice at each team meeting. Not only will your team get better at handling objections, they’ll also become bullet proof confident in their presentations. They’ll actually get to love dealing with objections.
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