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| *Ostroff, Fair and Company>>>Marketing & Sales |
Best way to learn sales? Or what will grab YOU? |
I started working in a customer call center and have about 6 products to sell. Never done sales in my life! (BTW I take incoming calls so your dinners are safe from my marketing) I try my best to sound personal because I myself HATE being sold to on the phone. Any good tips on learning to sell or what would make you want to buy from me over the phone would be awesome! PS; Good books to read on sales? Read the One Minute Salesman, that's for starters. Also, make sure that your customers can hear you smile over the phone but not too phony - - bec to answer your question on what will GRAB ME - - its a great personality with real sincerity. good luck. Know everything about your product. Listen closely to your customer. Think which product fits them most. Tell them that and tell them why. There is a great website I go to called just-sell.com. Sales are easy if you practice basic steps. Most objections to purchasing are value related. If you're selling to businesses for example the may tell you they don't have any money. Everyone in business has money. If they didn't their phone would be disconnected. lol. They just say that because you as a sales person haven't showed them the value of your product. You have to rebuttal them then close them. If you are telemarketing, ask a closing question: Which one can I put you down for? Or if you are selling in person, use the Sullivan nod. This is done by asking a closing question such as: I'll go ahead and send you one order, okay? While shaking your head yes. It's a mental thing that works. Tips: Always present yourself in a professional manner. Attitude is everything in sales. Don't make excuses or accept them. People are going to tell you no and that's just part of it. Sales is a numbers game. The more contacts you make, the more sales you will make. Someone is always going to walk away with a sale. You're either going to sale them or they are going to sell you on why they can't buy. There are no limitations to what you can sell. Be your own coach. Analyze yourself and make changes as needed. Set goals for yourself everyday and meet them. Expect a yes. It will show. Smile. Listen. Respond to customers needs. Talk slow with a good pitch. People buy from people they like. Make them like you by selling yourself first when you build rapport. Get them to talk by asking open ended questions. Then when you go into your pitch, they will listen because you listened to them. Build a sense of urgency. Ask for referrals. Stay in control of the sale. Don't let them get back to you. You tell them when you will be in touch. Qualify the decision maker. The biggest sales problems are: 1. Fear of rejection 2. Not qualifying prospects 3. Gaining a prospect's trust 4. Fear of cold-calling 5. Your Unique Selling Position 6. Getting through voice mail 7. Overselling 8. Dealing with distractions 9. Blowing the sales presentation 10. Your prospect's "hot buttons" 11. Knowing how to close the sale 12. Not doing your homework 13. Blowing the first contact 14. Hiring the wrong sales agents 15. Losing momentum 16. Failing to get referrals 17. Not listening 18. Not using endorsements 19. Losing angry customers 20. The prospect objects to buying 21. The prospect has a better quote from the competition Hope this helps you! own a telemarketing firm I could go on forever on the best way to "learn" how to sell. But since you asked about books to read I must suggest How to Master the Art of Selling by Tom Hopkins. This book is a must read. It will give some basic word tracks to follow as well as teach you the art of "tie down" questions as well as actual closing techniques. There are literally 20 or 30 books that I could suggest but this one will start you out the basics needed to sell ANY product or service. life A good book? That's the smartest question I have come across all night. I agree TOM HOPKINS wrote the bible on selling. A more contemporary work is "Selling the Invisible" by Harry Beckwith. |
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