Here is the 3 pronged sales strategy -When you call a prospect and they immediately say they do not want what you are offering, have another couple of products or services up your sleeve that you can offer as an alternative.
This achieves two things:, It lets customers know what else you do (often they do not know) and it offers them an alternative way to do business with you.
You sell public seminars and if that is of no interest, then you can offer inhouse training and training products like cds and dvds.
You sell trucks and if they do not want trucks, you can offer leasing and repairs.
You sell websites but they are not interested, so you offer website reviews and search engine optimisation.
Focus on selling your main product or service first and if they say they are are not interested, say “That’s okay, you may prefer to look at our …………….. .” Remember sales is about getting into a conversation. When you have more to talk about than one product or service that could assist the customer, you have more chance of continuing the conversation and building the rapport.
If you are saying this won’t work for you because you really only have one product, then brainstorm with your management what else you could create to offer as an alternative to the first product. This sales strategy really works well
You can find 200 more tips in my book Don’t Get Hung Up! athttp:// www.telesalestraining.com.au/telesales-books.html or http://www.telesalestraining.com.au/telesales-ebooks.html