When they finally get to the end, the prospect says ‘yes’ or ‘no’ (mainly ‘no’) and that’s the end of the conversation. That kind of call may strike it lucky, but it’s generally a waste of a call. A good script sounds conversational, gets straight to the point and then gives the prospect an opportunity to talk. Read the rest of this entry »
Gatekeepers
Many telemarketers make the mistake of treating gatekeepers (receptionists, secretaries and personal assistants) as unimportant ‘bit’ players. While you are going to have more immediate success if you have direct access to the decision-maker, often the only way to reach the decision-maker is through the gatekeeper, so treat them with respect. Address them by name, ask their advice and enlist their support. It’s common courtesy and a good investment. Read the rest of this entry »
Once you’ve done your preparation, you’re ready to start making the actual calls. It’s also a good idea to set up your measurement systems before you start, so you’re collecting meaningful data as you go. Read the rest of this entry »
30Sep
Well Sometimes Price Alternatives are Good Too
admin | Category: Business Skill, Closing Technique, Sales, Selling Technique | No Comments
Let’s say that your business involves you selling home-made soaps. Because your product is unique and all of your scented, bubbly delights are lovingly created, they’re considerably more expensive than traditional off-the-shelf soaps.
Limiting yourself to one price range can lead to problems and you could find, as many gift shops do, that your shop is full of `Sunday browsers’ oohing and cooing over everything, but buying nothing. The problem here is often that the prices are just out of reach of the average impulse purchaser. Read the rest of this entry »
22Sep
The Assumptive Close (2)
admin | Category: Business Skill, Closing Technique, Selling Technique, Tips & Tricks | No Comments
You can use the assumptive closing technique for any business. All you have to do is work out some appropriate questions and introduce them into your discussions at appropriate intervals.
Try and avoid using sentences like: `If we’re lucky enough to get your order, or, If we can agree a price, and so on. Sentences like these create doubt. They are based on its and also give the impression that your price is in some way negotiable. Read the rest of this entry »