INCREASING ORDERS DURING INBOUND CALLS

One of the best opportunities to increase sales happens when a customer calls to place an order. Before that customer picks up the telephone s/he has made three important decisions:

1.) The decision to spend money
2.) Which product(s) to buy
3.) Who to buy the product(s) from

THE CUSTOMER IS IN A BUYING MOOD!

This is the best time to upsell (increase the order quantity) and/or cross-sell (sell additional, related products). How many times have you ordered just a fast-food hamburger and been asked "would you like fries with that?" or "would you like something to drink?"

When you call to have a pizza delivered, very often there is a special low price for the second pizza. There is a good reason for this. It increases sales! It works!

UPSELLING: MAGIC WORDS TO INCREASE SALES

Don’t say: "You’ll get a better deal if you order six." Instead, tell the customer exactly how much money s/he will SAVE if the order is increased. And let the customer know how close s/he is to the next price break, for example:

"Thank you for your order I can ship that out to you today. Did you know that if you order just two additional toners you will save $5.00 per toner, for a total savings of $30.00 for this order?"

Then you can either use a trial close: "How does that sound to you?"

or a direct close: "Would you like to take advantage of this savings today?"

About the Author

Reprinted with permission
(Copyright, 2000, Ann Barrs Selling Supplies.com) Reprint permission granted in part or whole when the following credit appears "Reprinted with permission from Ann Barrs Selling Supplies.com Weekly E-Mail Sales Tips. To subscribe free, E-mail to: annbarr@sellingsupplies.com with "subscribe" in the subject line."




annbarr@sellingsupplies.com
www.sellingsupplies.com