BASICS OF SALES

There are two distinct results we need to accomplish when we approach a prospect by phone. One is the approach we use to get the customer's attention so he will listen. The other is the approach we use to get the sale.

The objective of the first approach is to sell ourselves and the sales interview to the customer before we even think about the sale.
We must exhibit a clear, pleasant and confident tone, and use this tone throughout the interview.
We must clearly identify ourselves and our company. Be direct and not evasive in any way.
If we prepared correctly we should be talking to the right person at this time. (This contact should have been done before hand and could have also been done by phone.)

After selling ourselves and the interview we now approach the sale.
We should always know the product or service well. We must be able to describe it and answer any pertinent questions pertaining to it.
We should be able to paint word pictures of what it is we are presenting just as we do when we are in front of a prospect only more so since the customer cannot see us. These selling words should prompt customers to act. These word pictures are even more important over the phone since these words are the tools used to prompt the sale.
It is a good idea to keep a sales manual, brochure, reference manual or anything else that we can refer to nearby, so we can answer any questions that may come up.

We should be able to tell the prospect:
A- What the product or service is.
B- How the product or service answers customer's needs
C- How it will benefit the customer.

In the end analysis it is still all about the customer. Put the customer first in your thoughts and your preparation.

The following blogs can also be of benefit,8/28,9/30 pertaining to the phone,8/31 on sales manuals.

Thank you
Joe D'Ambra
www.basicsofsales.com
Sales Blogs offering sales tips.

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