Month: June 2017

How to make a Sale

There is a lot of buzz about how to sell effectively. Some have just one goal – to close a deal, others say something from the top of their heads and hope their charm, talent, and knowledge of the product or service they are backing will get them the sale. Not to mention, a few even call a prospect repeatedly until they get an answer.

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All the approaches mentioned above are wrong.

Here is how it should be done.

Find the appropriate prospect
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According to sales coach and author, Wendy Wiess, also popularly known as “the queen of cold calling” –
“Too many salespeople make basic mistakes early on. They need to dedicate more time to the process up front. Being fixated on the end result – closing the sale, they neglect the important initial steps. Focus on finding the fitting client for the product or service you are selling. If you are not talking to the qualified prospect, the chances of anyone turning into a customer, in the end, are very minimal. With the rise of Internet and all the resources the salesperson has now, they are expected to do all their homework before reaching out to a prospect. Look for a prospect whose profile matches that of your top 10 clients – those who buy a lot and do so more often.”

Reach out to the prospect
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As stated by Paul Castian, VP of Jedi Mastery at Castian Training Systems –
” A lot of salesperson research a prospect only once during the process. As businesses are moving with a speed of light, things change constantly. When salespeople gather information, they need to review it over and over again before reaching out to the client. You have to understand your audience prior to calling them and continue learning about them as you go along. Once you make that first call, find out their preferred way of communication, and use that throughout the rest of the process. “

What is important is when you reach out to the prospect; not just how you do it.

Adding to what Weiss suggested, she said, “Approach them before they are in the buying mode. Doing this will make you their trusted advisor. When they are ready to buy, you will be the first person to cross their mind.”

Meet the prospect
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Salespeople should call and ask for a face-to-face meeting, if possible. Schedule a phone call for in-depth discussion about how your product or service will help the prospect.

This is the part where most of the salesperson make mistake of focusing on making the sales. You can not rush from “Hello” to “Let’s close the deal.” There needs to be a discussion.

Use the time to build up a relationship and understand what a client wants or needs.

Make a Plan
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“Get some agreement from the prospect of what will happen next, at the end of the meeting as a lot of salespeople leave things very open,” Weiss says.

You need to ask them about meeting again, when the plan to have a decision with you, and set follow-up call accordingly.

Castian suggests giving yourself and the client some homework between the time you speak again. That will keep you on their mind.

Wait for their decision
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Don’t persistently hound your prospects, as they need some time to make the decision.

As per Castian, ” Don’t keep calling if they are not responding. Get creative. For example, send them a cookie saying ‘I want to take a bite out of your business.'”

After numerous failed attempt to get their response in various ways, just leave them a message.The message that you leave is very important. Leave it open. Many a times prospect call you back after you leave that message.

Be prepared for a “No”
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Find out why the prospect said No. Ask what went wrong. You need to know, why the sale did not happen, It may be bad timing, in that case, you can reach out again in future. Turn rejection into a learning experience.

Castian says, “The really good ones don’t consider ‘no’ as a door slammed shut for eternity. They view it as a ‘not now,’ and they find out why now isn’t a good time. When you ask, don’t make them feel like they are being put on trial. You don’t want them to shut down and get defensive. Be gentle.”

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5 follow-up tips to get more customers and grow up your sales

Making a sale is not just about fancy presentations and calling prospects. For becoming an effective salesperson, you have to see beyond the initial needs through strategic follow-up and constant communication with customers.

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You can fulfil your duties as a salesperson by doing just the bare minimum, but where is the fun in that. Give your sales career a boost by stepping out of your comfort zone and learning the art of follow-up.

So how strategic follow-ups can land you more customers and skyrocket your sales?

  1. Take Action

As a salesperson, you need to overcome the fear. Fear of the unknown. Fear of jumping the gun. Fear of rejection. The best remedy to overcome this fear is taking action in a positive way. You need to write that email, pick up the phone, put some effort and follow up your prospects. Doing this will put you in the right position to make that next big sale.

  1. Listen actively

Develop active listening skills as it will not only help you in providing a solution, but you will also be able to understand correctly what the person on the other end is trying to say. Between conversations, you may discover that the customer needs help in another area and this can kick-start a potential long term relationship if you can foster this in every follow-up call you make.

  1. Always clarify

During communication, people hear bits and pieces of information which then again is filtered out by the brain, opening up the conversation to countless different interpretations. Thus, while following up with every person by phone, make sure you write things down and later email that follow-up list to the client to confirm. Make it a habit so that you can cover yourself in cases where the client has an entirely different idea.

  1. Generate anticipation

Creating a level of excitement and anticipation with your contacts is one of the best ways to encourage sales. If the person is willing to accept a follow-up call, newsletter or an email in a specified time period, make sure you mention an “exclusive” offer or information that sparks curiosity. The idea here is to create something that speaks to the interest level of the targeted audience and follow through as promised.

  1. Use business etiquette

Being a salesperson, knowing when to follow-up with a customer is critical for making a sale. The general business rule is to follow-up by phone on the same business day. If following up by email, do so within 24 hours. Don’t wait up for more than 15 minutes to respond with a text. You can impress the other person with your speedy response and have a better chance of making a sale.

During your follow-ups, it is a good thing if you under promise and over deliver on your word.

Get past your fears onto a path of success by doing consistent follow-ups. Use LeadsRain’s Cloud-based predictive dialer service to increase the efficiency of your agents and decrease your contact center operational cost.