| Have you ever heard a true professional on the | | | | company name and your name is extremely |
| telephone closing a sale? It's like poetry. There's | | | | important. People like to know they reached the |
| no anxiety - just a smooth flow as he steers the | | | | right place and to whom they are talking. It also |
| sales process. How do we obtain such sales skills? | | | | establishes you as a representative authority. |
| We can listen to the pros and do what they do! | | | | 2) Saying No: He said no to the prospect's low ball |
| The following comes from a sales veteran | | | | offer. We often get so focused on saying yes |
| controlling the call from start to finish. You'll only | | | | that we forget NO is OK too. Don was kind, firm |
| hear the sales side, but that's all you'll need to get | | | | and did not waiver, hesitate or make excuses. He |
| the gist. (Names, places, products changed for | | | | called the bluff and was able to move forward |
| privacy). | | | | with little resistance. |
| Thank you for calling XYZ Corporation my name | | | | 3) Building Value: In saying no Don built value by |
| is Don how can I help you? Yes - that is currently | | | | referencing market conditions and the quality of |
| available. The price is $1,000. | | | | his product. He used common sense logic implying |
| No, I'm sorry we would not be able to entertain | | | | the product's market value which must be |
| an offer that low on a product of this caliber. | | | | respected as a guideline. He did not get angry at |
| You're essentially asking for a 70% price break. I'll | | | | the offer or worry about not getting the sale. He |
| be happy to work with you, but we'd need to be | | | | simply flipped the table. He also "asked for it." |
| within market prices. Are you able to offer $850? | | | | "Are you able to get to offer $850?" and thus |
| Well - $700 is a bit low. However, if I can get you | | | | controlled the negotiations and moved them in the |
| approved today at $750 are you able to purchase | | | | direction they needed to go. |
| right now over the phone. Great - what is the | | | | 5) Sales Negotiation: Don negotiated with the |
| best telephone number and email to reach you. | | | | prospect, but on Don's terms. Essentially, Don said |
| Thank you - and you can indeed purchase this | | | | "look, if I'm going to do something for you, you |
| today if I get you approved - Great! One | | | | need to do something for me" i.e., commit to an |
| moment while I check with my manager. | | | | immediate purchase. |
| OK - provided we can wrap this up now it's yours | | | | 6) Followed Through: Just because he got the |
| at $750. What type of credit card did you want | | | | verbal agreement, Don ensured the sale was |
| to use? Great - are you at your computer? Good | | | | completed. The extra time it took to do this is |
| - I'm going to send the information to fill out and | | | | minimal in light of trying to chase people down |
| we'll get this wrapped up right now....Did you get | | | | when they don't follow through. He also thanked |
| my email? Good - I'll stay on the line to ensure all | | | | the client for the sale and provided his contact |
| goes smoothly and in case you have any | | | | information for any future needs. |
| questions. All set - wonderful and congratulation! | | | | The above was done with a positive, professional |
| Thank you for your business and please keep my | | | | tone and attitude. Times are tough right now, but |
| contact information in case you have any | | | | that's no excuse to skip the basics or to be |
| questions or further needs! | | | | unprofessional. Make these sales tips part of your |
| Let's review the basic sales techniques that are | | | | daily sales training and watch your sales increase |
| built into this conversation. | | | | exponentially. |
| 1) Sales Introduction: An introduction with the | | | | |