Guidelines To Drive Profitable Sales
Guidelines To Drive Profitable Sales
The telephone is also the best and most effective way to reach people. It can help to generate more sales and build your business. Unfortunately most people do not like the telephone and do not use it properly. In order to become more versatile using the telephone, you need to follow some basic guidelines and then workout, workout and then practice more.
Like everything else, sales by telephone use have changed over the years. Hard sales method does not cut it today. With voice mail, answering machines, telephones, and the old-fashioned caller not working any longer.
If you are selling a limited edition product, trying to do it all on the first call does not work. You need to go through two stages to get your end result – marketing. First you need to introduce yourself. Tell them about it, your business and your product. Try the following to set up an appointment to go into more detail. Or maybe send more information before calling again. Moving one step at a time gives the customer time to become familiar with you and your product. It also gives your customer time to know how important your product is to them.
You need to be confident and assertive. As we have told many of our students, if you are not feeling like having phones – don’t. This feeling and lack of empathy will be telephoned. Many years ago when I was working in the United States as a recipient my supervisor told me to answer the telephone often with a smile on. That laughter passed on the appreciation the caller had received when contacting a company.
So make sure good behavior comes through. Remember, the old ad, “you must first sell yourself, then sell your product”. Even more important is to know what you want to say. If you use scripts, have a hand, but don’t just read it. I can tell right away when a call I receive is reading from a manuscript. Write commentary (for example, Hi, my name is Susan from Home Business Decisions. I’m calling about the house you sell. Are you the person to talk to? What’s your name?). Make notes of places you need to cover. The tendency to say what you want to say until it is physical. Make sure you make strong statements. Avoid words: maybe, can, but.
You also need to know your product. You need to understand your value before you can persuade someone else. You have to know what to do, how it works, and be able to describe it in terms that layman can understand. You also need to clarify the benefits of your product.
One of the first things I go through with our students about our telephone script is that they must learn to listen, and I mean really listen. You can talk a lot about your customer by listening to what they say. Also make sure you ask their name, and then use it now and then. Do not use their name as this can be very annoying. My philosophy is if I hate it, so will someone else.
Be sure to ask questions to encourage them to talk about themselves. Emphasize. However, don’t talk too much until you are sure you understand. Let them do the most talking.
If you choose a specific time frame to make your calls, or make a number of calls in a row, try to say a few each time. If you don’t you will start playing the stale, lose your joy and sound as if you are reading a manuscript. So if this starts to happen, take a break, or stop for the day.
As discussed earlier in this article if your product is of high quality you will make several calls to establish a relationship. Once you have done that, and they remember who you are, introduce something new about your product. Keep a record of your calls, and details of what you are already discussing, so that you know where to stay when you call again. When I worked for a franchise company, I kept track of every call that came from the franchise or the calls I made. First of all, my employer was surprised at how much knowledge I had about franchises at my fingertips, and more importantly the franchisees felt like they were just one, I knew them well.
Using the telephone can help you get a repeat business. For some products, you can invite customers to see how they interact with the product. Whether there are additional questions that you can answer or problems you may be able to solve.
If everything goes well, you have a wonderful opportunity to launch your new product, and hopefully, make another sale. This is also a great time to ask for clarification. Even if the next call is not paid immediately, you are dealing with this customer. Keep in mind that it is much easier to make the customer happy than finding another one. Your monitor also builds trust with your customers.
Doing the above will give your business a boost.
The heart of anticipation is a intimate space where what I call the Inner Mental Care Program resides.
In short, it is a basic model that you can use as a metaphor to help explain how expectations govern their decision making.
The fact is that a potential buyer will profile a lot of things in the background while accounting for an offer. Many small decisions are made in a way that leads to a big yes or no final decision.
Some of these are emotional thoughts while other times one might even consider their own psychologist. However, in any case, there is a decision process in practice.
In a situation where a prospect evaluates a sales offer, this is a preview of events that go deep into the heart of optimism.
While responding to the offer, hopefully instinctively attacks a rating system, which helps in calculating the score.
ALL of us have this justice system in us that we respond with.
This Inner Mail Saving System occurs mostly after events as we do not focus on internal processes. Although it is here to us, it is still there.
It is done with a balance of acceptance and rejection. When we buy, it helps us measure our decisions based on emotions and skills.
When positive feelings are triggered in a sales offer, they push the trigger of acceptable points, which are intended to add a summary on rejection. Conditions often drop down to purchasing constraints.
Therefore, in the score scoring system, positive points or negative weights (or fantasies) are limited to sales pitching. Intuitive psychological judgment, determines the outcome of the calculated contributions.
We, as a prospective supplier, keep this internal accounting solution in the background. Creative creation efforts to overcome us on limiting potential sites, prompting action to be bought.
You know when you have a gut feeling ‘to buy or not to buy’, this is the internal score maintenance program I’m talking about. It regulates buying behaviors and helps us make purchasing decisions.
So, when there are some expectation interruptions with the issuance of a sales letter, it promptly follows this decision-making process. It all comes down to the final answer to the offer.
Finally, the prospect will either accept an offer to buy … or reject the offer and leave.
So: Inner Inner Care Program.
The general message I am suggesting here is to learn to think like a buyer if you want to be on the other side of the marketing … sales team.
Of course we all experience buying too much. But, since we don’t always think about the process when we buy, we miss the boat on knowing what really makes us buy it.