Stop Selling and Make More Sales

A few months ago I spent time training some telephone sales agents who were new to selling. They'd mainly been involved with handling incoming calls but now their company needed them to do some out bound sales calls. I spent two days running a sales workshop for them and another three days coaching them on the job.

The biggest challenge I had was trying to stop them selling. Or at least their idea of what selling is all about.

Many people who are new to sales and also some experienced sales people want to keep talking about their product or service. They open the conversation with one or two general questions which are often irrelevant to the customer and then launch into their sales spiel.

What then happens is that the customer thinks "Oh no, I'm being sold to" and immediately disengages the brain and stops listening. The sales person then has limited success as far as getting a sale is concerned.

My job with these people was to try to get them to stop selling as they knew it. The most important thing in any sales call is to find out what the customer's needs are. The customer won't readily tell you what his or her real needs are so the sales person needs to do some careful probing. Questions need to be asked that are relevant to the customer's needs and relevant to your product or service.

It is often useful to open an outbound sales call with the question "Mr Customer I'm not sure whether we can help you or not, however I would like to ask one or two questions which will establish whether our product would meet your needs and benefit your business, is that OK?"

This statement is perfectly true because, you don't know if your product or service will benefit the customer until you ask him or her some questions about their business. It will also have the effect of relaxing the customer if they feel they're not being sold to and that someone is interested and cares about their situation. If the customer believes this then closing the sale becomes so much easier.

Discover how you can generate more business without having to cold call! Alan Fairweather is the author of "How to get More Sales without Selling" This book is packed with practical things that you can do to ? get customers to come to you.

Click here now:
http://www.howtogetmoresales.com
http://www.alanfairweather.com

In The News:

Technogym Sees Sales Advance 6.7 Percent In Nine Months  SGB MediaTechnogym reported a 6.7 percent consolidated revenues increase compared to the first nine months of 2017. Sales were up 10.1 percent at constant exchange ...
Sales trend for 2014: Telesales will have to make dramatic changes  SmartCompany.com.auTelesales will have to change in response to the demands of increasingly sophisticated buyers.
Albania's anti-trust body clears sale of 85% of data processing firm CC Tirana  SeeNewsTIRANA (Albania), September 14 (SeeNews) – Albania's competition authority said it has approved the sale of 85% shareholding interest in call center and data ...
Behind every cold call is a person hating their life  The GuardianSpare a thought for the lost soul on the other end of the line – and let's hope that the new British legislation will put an end to nuisance phone calls.
Univar, Inc. (UNVR) CEO David Jukes on Q3 2018 Results - Earnings Call Transcript  Seeking AlphaUnivar, Inc. (NYSE:UNVR) Q3 2018 Earnings Conference Call November 06, 2018, 09:00 ET Executives David Lim - VP, Corporate Development & IR David ...
Santa Rosa wine teleseller VinoPro to open Phoenix office, its third  North Bay Business JournalSanta Rosa-based VinoPro Inc. on Dec. 20 said it is expanding outside California. The Santa Rosa-based company plans to open a third office, a telesales base ...
FCA fines Stonebridge Insurance £8m for mis-selling accident plans  The GuardianAlmost half a million customers across Europe now in line for compensation over sales made between 2011 and 2012.

Telesales

HEADSETS & TELEPHONESThe equipment your personnel use is important. Don't... Read More

High Phone Bills Can Affect More Than Your Expenses

I got a phone call today from a gentleman in... Read More

Sales Call Success - Turbo Charge Your Sales Calls

Do you want to be a sales champion? There are... Read More

Telephone Sales Basics for Start-ups

Everyone picks up the telephone to do business. Yet the... Read More

Phone Tips To Get Things Done: Professional Phone Skills

It happens all the time, you hear someone over the... Read More

Generating Leads Through Telemarketing

Telemarketing is one of the most common ways that a... Read More

Cold Calling Does Not Generate Sales Leads

It is a fact of life for most new sales... Read More

10 Tips for Telephone Success

The telephone is an often under-appreciated and much maligned piece... Read More

7 Cold Calling Secrets Even The Sales Gurus Dont Know

More and more e-mails are arriving in my in-box from... Read More

The Dos and Donts of Cold Calling

Having your fingernails removed!Many salespeople would rather have their fingernails... Read More

4 1/2 Steps for Doubling Your B2B Appointments

Cold calling. Most people hate to do it and there... Read More

Proven Two Minutes Magic Exercise to Conquer the Fear of Phone

I got a confession to make! The little communication device... Read More

Telsales Just Got Easier!

Your sales structure for outbound calls can be summarised using... Read More

Telemarketers May Have Ruined Everything

I had to really look at things a little different... Read More

Telemarketing Tips for Direct Sales Success

Unfortunately, the DNC legislation has many small businesses that use... Read More

Get Instant Rapport On Sales Cold Calls

Immediately establish rapport on cold-calls by matching your prospect's voice... Read More

This is a Sales Call: How to Begin Prospecting Calls with Integrity

"Hello. I'm looking for Sharon Morgen?" "Sharon DREW Morgen." "What?... Read More

How To Be A Cold Calling Superstar!

Our emotions and feelings are changing all of the time... Read More

How To Get Your Phone Call Returned

When selling your product face to face with a customer,... Read More

Cold Calling for Introverts

In her book, The Introvert Advantage, Marty Olsen Laney talks... Read More

Conference Calling Evolved

Originally the conference call was limited to businesses paying exorbitant... Read More

Overcoming Objections Over the Telephone

In sales, one of the things you will be doing... Read More

The Cold Calling Conspiracy

A consipiracy exists in the world of selling. A cold... Read More

How to Make Sales with Noisy Kids in the House

Kids play hard, and sometimes that means they play really... Read More

K.A.R.M.A. of Phone Prospecting

Do you ever wake up on the wrong side of... Read More