BASICS OF SALES

If you intend to use the telephone to promote your product, you must first find out whether or not the positioning of your product in the market lends itself to telephone selling.

Ask yourself if your product is perceived as having good quality.
Is it fairly priced?
Is there a real need for it?
Is the nature of the product such that it is expandable, durable or of capitol goods.
The approach for each will be very different and in some cases not a good choice for telephoning.

An Expandable Product.
Suppose you are selling light bulbs, watches or products of this nature to an account. You must estimate the time the product will last and the time you have to call back to restock the order. This is a good use for the telephone. You can set up appointments or conduct business over the phone quite easily.

Durable Items.
When a product lasts a long time a different set of circumstances presents itself. The fact that the product lasts a long time does not lend itself to telephone selling. Durable goods require attention to detail and are best presented in person. If you are selling durable items the phone is not the best method of choice other than appointment setting or touching base with the customer for future discussion.

Is The Product A Fad?
The phone is the best method of choice for this type of product; because customer coverage would be faster and this is what is needed when you are dealing with fads.

A Product That Is In Constant Demand.
Phone contact is a good choice for this type of product. In this situation you would be making calls to establish your company's image, delivery, service etc. First you get your product accepted then future orders will be forth coming.

Can Your Product Be Compared To An Established One?
Can you explain your product by comparing it to something else? The customer can visualize what you are saying and make a comparison. This will help bring it to life.

The telephone can be an important adjunct to your selling, or a lazy man's attempt at covering a territory. You must figure out the pros and cons of your product and whether it will lead itself to successful phone selling.

Thank You
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips.

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