Five Tips to Consider on a Sales Call
No matter what you are selling it is important to have a strategy going into any sales call. You should have an outline of what you want to talk about. You want to make sure you get everything you need to know about your customer because you may only get one chance. Telemarketing and phone sales are a booming industry. Many large businesses thrive on their telemarketing sales. With the right team in place anything is possible. Of course every product, service, and industry is a little different, but in this article we are going to discuss five basic techniques that could help improve any sales call.
First, you want to start with a solid opening. Introduce yourself, identify your company, and make sure you are speaking to the right person. Also make sure they requested information on your product or service.
Second, ask them a couple of open ended questions. Find out what they are looking for and what motivated them to request more information on your product or service. Motivation is very important to find out because it can help close the deal at the end.
Third, sell your product or service. After they tell you what you are looking for show them how your product can help accomplish their goals. For instance, if they are looking for an online MBA program talk about the features your program offers. Tell them it’s accelerated, affordable, and flexible. Every customer does research and will be shopping multiple programs.
Fourth, overcome the objections. Make sure you answer all of their questions and discuss their objectives one by one. This is a very important step in any sales process. If you do not uncover what’s keeping them from buying you will never gain their business.
Fifth, close the deal. After you discuss your product in detail, sell the features of your product, and overcome the objectives it is time to ask for the sale. Don’t demand the sale, ask for it. Let them know your product fits their needs and tell them the next step. Back to the online MBA program, tell them to fill out an application and request their transcripts.
As you can see there are a lot of ways to attempt to make a sale. This is just an example of a process we have found successful in the education industry. Building relationships with your potential client is huge. Take your time, answer their questions, and most importantly, follow-up. After a call or meeting make sure to email them and thank you for their time.