Hot Tips No 11
| Category: Telesales | Date: 2001-03-12 |
Greetings!
Has your personal or business bank changed names and ownership within the past couple of years? A friend told me his has changed. Three times. One astute bank sales rep who has been pursuing him manages to contact him after each change while the effects are fresh in his mind. Although he hasnt moved yet, the timely calls combined with the annoyance of the changes are beginning to wear down his resistance.
The sales points for you:
1. Prospects can be particularly vulnerable after their existing vendor is acquired, merged, or undergoes some other type of change.
2. Taking advantage of it requires you to track who a prospect uses, and be able to sort your database accordingly.
When calling these prospects, naturally you dont phone with an attitude of, "So I see your vendor was just acquired. I bet things are a mess there!"
Instead, treat the call just like you would a normal follow-up. But, be prepared to ask questions designed to get them to tell you the problems and pains they might be experiencing as a result of the change. For example,
"Mike, youre still with AB Vendor, right? I see. With the recent acquisition, some of my other customers have noticed some changes in the promptness of getting orders delivered. If that is an issue for you, we have some options that might be worth taking a look at. What has been your experience?"
EXERCISE: RECORD WHO THEY BUY FROM
Regarding your database and record-keeping, most contact management programs allow you to customize fields and sort accordingly. Consider assigning a field for "Current Vendor." Then its a breeze to do a quick sort of all the prospects who have the competitors name in the field, and plan your next contact accordingly.
QUOTE OF THE WEEK
"A man can succeed at almost anything for which he has unlimited enthusiasm."
Charles M. Schwab
Go and have your best week ever!
Art
Reprinted with permission from Art Sobczak’s "TelE-Sales Hot Tips of the Week
About the Author
Art Sobczak
arts@businessbyphone.com
http://www.businessbyphone.com
Has your personal or business bank changed names and ownership within the past couple of years? A friend told me his has changed. Three times. One astute bank sales rep who has been pursuing him manages to contact him after each change while the effects are fresh in his mind. Although he hasnt moved yet, the timely calls combined with the annoyance of the changes are beginning to wear down his resistance.
The sales points for you:
1. Prospects can be particularly vulnerable after their existing vendor is acquired, merged, or undergoes some other type of change.
2. Taking advantage of it requires you to track who a prospect uses, and be able to sort your database accordingly.
When calling these prospects, naturally you dont phone with an attitude of, "So I see your vendor was just acquired. I bet things are a mess there!"
Instead, treat the call just like you would a normal follow-up. But, be prepared to ask questions designed to get them to tell you the problems and pains they might be experiencing as a result of the change. For example,
"Mike, youre still with AB Vendor, right? I see. With the recent acquisition, some of my other customers have noticed some changes in the promptness of getting orders delivered. If that is an issue for you, we have some options that might be worth taking a look at. What has been your experience?"
EXERCISE: RECORD WHO THEY BUY FROM
Regarding your database and record-keeping, most contact management programs allow you to customize fields and sort accordingly. Consider assigning a field for "Current Vendor." Then its a breeze to do a quick sort of all the prospects who have the competitors name in the field, and plan your next contact accordingly.
QUOTE OF THE WEEK
"A man can succeed at almost anything for which he has unlimited enthusiasm."
Charles M. Schwab
Go and have your best week ever!
Art
Reprinted with permission from Art Sobczak’s "TelE-Sales Hot Tips of the Week
About the Author
Art Sobczak
arts@businessbyphone.com
http://www.businessbyphone.com
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