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Do You Want To Be A Sales Call Rock Star?

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The sales call can be daunting. If you’ve ever felt overwhelmed by making sales calls to new prospects you understand. Many people have a fear of calling in addition to feeling unprepared to engage in the selling process. Sales calls should be fun and rewarding. Success in sales increases with practice. Once one learns the components of a sales call then performance can be measured and improved.

Secrets of sales call rock stars: #1: If you don’t know if the person you called has a need, you’re not ready to offer (sell) your service/product/company. Don’t make the mistake of waiting for a pause to promote anything until you spot a few true needs the customer feels are important to them. How is this done? Ask questions to identify needs before trying to satisfy those needs. This approach saves time, does not annoy customers, and sets the stage for you to use your sales skills on people who want what you have to offer.

Long ago I read a sales book by Zig Zigler. He told a story about a top life insurance producer which I never forgot. The salesman sat down every day to make cold calls. His only goal was to get appointments. Over and over he said to anyone who picked up the phone, “You don’t want to buy any insurance today, do you?” This approach sounded appallingly clumsy to me as a novice. The beauty of this approach was this man was able to skip all the nonsensical small talk that wastes time. Invariably, each day at least a few people would say, “Wait a minute, as a matter of fact, I do need insurance!”

Every appointment this man scheduled was to someone ready to buy. Once face-to-face, all the knowledge and sales expertise was utilized. Can you imagine your closing ratio if every appointment you make is with someone who has already told you they may buy?

This methodical genius had many appointments each week and made millions. The same tactic works in Executive Recruiting. When I have a high value candidate I know companies in a niche would love to hire, I stick to facts. “My name is Kimberly Schenk, I’m an Executive Recruiter who specializes in the xxxxxx industry. I have surfaced a candidate with 8 years experience in xxxxx. They have this or that spectacular quality in their background. Can you use someone with this background? Call me at xxx-xx-xxxx.”

When a potential client calls back I know they have some kind of need. I start asking questions about their needs and about 20 minutes later I either tell them more about my candidate or tell them why the candidate is not a match for them. We discuss my fee, terms, and their hiring process. If we’re both happy the search proceeds. If we’re not in agreement, I politely move on.

2. Do you know the mechanics of a sales call? Know the features and benefits of your company, service, or product. Take time to prepare by understanding how to use a feature and when to use a benefit to further the sales call.

3. Know what makes working with you different from working with a competitor. Be familiar with your competition. While you need never mention a competitor, you can differentiate yourself to shoppers who compare by spelling out clearly how you’re unique.

4. Believe in yourself and be yourself. People like doing business with people they like. Be authentic. Don’t flatter, pander, pretend, brag, or distort the truth. Act like a professional. If you believe in your offer your prospect will sense your conviction and enthusiasm. These small details will work in your favor.

5. Commit to keeping track of how many people you talk with, not with how many calls you make. Today with cell phones, caller id, and voice mail, connecting with a desired target takes time. In executive recruiting having conversations 4 – 5 times per hour, for 2 -4 hours a day, constitutes very good performance. Practice increases the quality of those calls. As a recruiter connecting with 12 – 15 people a day is the activity level of top producers.

6. Early in this article I mentioned sales people who have a fear of calling. Don’t let internal struggles spoil your success. Don’t let sales call resistance or anxiety ruin your performance. You deserve to reach your goals. Respect your feelings and dissolve those feelings forever with Emotional Freedom Techniques (EFT).

A sales call that identifies a customer’s need, pain, or problem has the highest probability of success. When you’re in front of someone who’s already primed to buy, it’s your sale to win or lose. Success in sales is about consistent efforts. Success creates more success. Be methodical. As a sales call rock star you’ll always be in demand.

Cold Call Therapy is designed to help anyone eliminate call resistance, permanently. EFT works miracles and is easy to learn. Results are lasting. Don’t let outdated thoughts and emotions kill your career. http://www.ColdCallTherapy.com Kimberly Schenk is an Author/Executive Recruiter/Trainer.

Article Source: http://EzineArticles.com/?expert=Kimberly_Schenk

http://EzineArticles.com/?Do-You-Want-To-Be-A-Sales-Call-Rock-Star?&id=7270990


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