Scripting your Sales Processes

You might be the greatest salesperson on the phone in your organisation but when your new prospect calls you back to order, the person answering the phone on the frontline of your organisation has not been trained in telephone sales skills and his/her manner loses you the order. First impressions of your company are made by a person’s phone answering manner in the first 15 seconds.

I called a company the other day in response to a big expensive advert in the newspaper. I wanted the special offer they were advertising but the person answering the phone told me she had heard nothing about a special offer and it would be prices as normal. I could not really believe what I heard. This company was spending huge dollars on advertising but the marketing department had not yet had time to alert the people answering the phone about the offer and how to sell it. What a waste!

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