BASICS OF SALES

Suppose you want to start using your phone more in your day to day selling activities. You may want to increase your customer coverage, improve customer relations, compete in different markets or more distant markets. The tactics for each of these or other objectives vary, but a successful approach depends on using some basic sales essentials in varying degrees depending on what you want to accomplish.

The following are what I consider basic essentials of good telephone selling.
!- What is the reason for the call?
Maybe you dropped off some samples or literature and you want to follow up on them. Your company may have introduced a new product or a different use for an old product, you can alert the customer by using. the telephone. Perhaps you sent a letter or an e-mail and you want to follow up. There are a myriad of things you can follow up on or use as a reason for calling.

2- Your prospect must benefit from listening to you.
Start off immediately with the benefit the prospect gains from listening to you.
“I am calling regarding” mention the need and benefit it will supply and answer.

3- Have a reason for the customer to take action.
Something you or your company planned so the customer is required to take that action should be relayed to the customer as soon as you can. “Mrs. so and so, shortly in May as a matter of fact my company is planning---, for your benefit you should --- ”.

4- Plan a well phrased leading question to measure the sales potential of your telephone prospect.
Not only the prospect's but your self interest must be realized in order for you to continue. Getting results depends on spending time with true prospects. “ Mr. or Mrs. Prospect when was the last time you upgraded your --- whatever, how old is the --- your using”?

5- Use “ Trial Closes” early and often.
Try to close as early and quickly as possible. The old adage close early close often applies. Remember trial closes often lead to customer's opening up and revealing needs that upon satisfaction leads to a close.

Make sure your customer understands exactly what you both have agreed upon and the responsibilities you both will assume. Repeat them and gain acceptance once again. “Now let's review what we agreed upon". Once again restate the agreed upon actions.

One cannot over emphasize the telephone as not only a means of contact but as an important selling tool.

Thank you
Joe D'Ambra
www.basicsofsales.com
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