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Persistence Wins in Sales

We were sitting at the Port in Buenos Aires  last week  having a coffee and a street seller came up to me to show me his wallets for sale.  I interrupted my conversation with my husband to say “No thank you”.  He then proceeded to bring out some bracelets and again I said “No thank you”.  He then took my arm and put one of these bracelets on my wrist.  I said to my husband, “Oh, wow, that is nice” and had to ask how much it was.  It was so cheap I ended up buying 2! You see, when selling, if you don’t take rejection personally and  try again with a different approach, you can often win a sale.

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How To Sell In December

December is your chance to become even more active on the phone.

Here are 3 Actions you can take:-

A)  Call your best clients to say “Thank You” personally, give them your best tip for next year and wish them a happy Christmas.

 

B)   Ask them how you can help them next year giving at least 3 suggestions.

 

C)  Call all the people to whom you have sent quotes in the past year.  I will be doing that myself and can guarantee from experience that you will convert 20% of them into sales when done professionally.

 

If you cannot reach them, here is what you do:-

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Don’t Get Hung Up! – Now a Best Seller

(How to Sell Products And Services By Phone And Get Any Appointments You Want!)

Order Now

In one book you will find The Telephone Selling Tips You Need To Increase Sales by 30-100% Immediately! These skills are vital for all sales people, call centre staff, network marketers, mortgage brokers, advertising salespeople, insurance salespeople, recruitment and real estate salespeople, financial services, business owners, in fact , everyone who conducts business by phone.

Turn your phone into a money -making machine and discover :-

  • How to effectively prospect for new customers by phone
  • The best ways to open a cold call and build rapport
  • How to follow up quotes and mail-outs and convert them into sales
  • The little known techniques to call your inactive and existing customers to win business
  • Easy ways to ask for referrals and appointments and much more

 

Try Before You Buy
Free Chapter

adobe document Click here for a sample of the book

“There are so many great tactics and strategies here that you’ll find yourself using Don’t Get Hung Up!) as a daily reference for your personal success in telephone sales for years to come”- Tom Hopkins World renowned sales trainer and author of the book “How To Master The Art Of Selling. http://www.telesalestraining.com.au/telesales-ebooks.html

Don't Get Hung Up! - Buy NowHere is what others have to say:-“Jenny shows you how to use your telephone as a superb business tool to get all the appointments and sales you can handle!”
Brian Tracy – Author “The Psychology of Selling”“If every salesperson and telemarketer could learn the techniques and tips in this book, a lot more business would be closed and $$$ earned.  Thank you for sharing your expertise with the world.”
Michael Meredith Chairman – Australian Teleservices Association“This book takes you through a step-by-step process on how to make a professional and effective sales call on the phone. There are pearls of wisdom at every step which could be worth thousands of dollars to you.”
John Nevin – Former Director of Direct Selling AssociationA$29.95 inc. GST 
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How To Do The Follow-Up Call

Whenever you mail information out, only 1% on average will call you back.. You must follow up the mail-out or you will be missing the opportunity to make a sale with 20 – 25% of the people you have mailed. Your job is to inspire them and invite them to buy.
For many sales people, the follow-up call is much harder than the initial cold call, prospecting or lead generation call. It requires the skill of getting the customer into a conversation before asking for the order.
In recent trainings I have done I have heard this kind of thing on a follow-up call; (It’s the postal inspector check which goes nowhere)
Example 1
Salesperson: Did you get the information (or the quote) we sent?
Customer: No, I have not seen it.
Salesperson: Okay, I’ll send it again.
Example 2
Salesperson: Did you get the information (or the quote) I sent you?
Customer: Yes, I did and I am not interested
Salesperson: Oh, okay then bye.

In the first example, the customer could be saying he did not get it, just to get rid of you and he succeeds. What you could do is answer with “That’s okay, if you are online now, we could run through the information together on the website” or “That’s okay, are you sure it is not sitting in your in-tray? If it is, we could run through it together over the phone and I can answer any questions you might have.”
In the second example, the salesperson could have used an objection handling technique like an open-ended question “I’m curious, what would we have to change to make it of interest to you?” By doing that you may get the customer into a conversation about what he is looking for.
THE 2 BIGGEST MISTAKES
The biggest mistake in both examples is that the salesperson starts the call with a closed question which can only get a “yes” or “no” answer so the conversation can never get started.
Another mistake is when the sales person starts the call with “I’m just following up on the information I sent you”. “Just” belittles what you are about to say and you never want to say “follow-up”. Simply say, “I’m calling to get your feedback on the information I sent. What specifically was of interest to you?”
THE FORMULA FOR A PROFESSIONAL FOLLOW-UP CALL.

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