BASICS OF SALES

Being in front of a customer is the best way to try to sell anything to that customer. Why even point this out. Is it not obvious? Well, there are some instances when this is either impractical or impossible. So we must look for another way to accomplish the sale, and more times than not the telephone will be the method of choice.

The first thing to do is to determine if the product you provide lends itself to being sold over the phone.
These questions must be asked:
Is it fairly priced? Is there a real need for it? Is the product such that it is expandable, durable, or capitol goods? (Refer to my blog dated Feb. 16th.)

The planning that precedes the phone call is as important as the call itself.
You must know who it is you want to contact. What you are going to say. What you want to achieve on the call, and how you are going to achieve it. (Refer to my blog dated April 27th ,2009.)

If you want to increase your customer coverage, improve customer relations, compete in different markets or more distant markets, phone selling must be considered. (Refer to my blog dated September 30th, 2009.) Contained in this blog are basic essentials of what I believe are good telephone selling techniques.

The telephone should also be the tool of choice when the salesperson needs to contact customers quickly about price changes, a change in the product line, limited specials and, impending events that will either increase or decrease product demand. (Refer to my blog dated December 8th, 2009)

Develop and practice a telephone selling technique. That is the best way of using the telephone to accomplish what you want. Your technique can also help you to talk to certain types of customers that I have outlined in the following blog. (Refer to my blog dated December 5th, 2009)

One thing to remember and take note of. It is easier for someone to say no over the phone than it is in person. This means your phone approach must be well planned and well executed to get the results you desire. (Refer to my blog dated May 14th,2010.)

There are products that lend themselves readily to be sold over the telephone and some that are not. This must be determined right from the beginning. You must plan the call first before you lift the receiver. The phone is the best tool to use when you need to contact customers quickly and furnish them with information. Your telephone approach must be well planned and executed to get the results you need to be successful.

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