Hot Tips No 7
| Category: Telesales | Date: 2001-03-12 |
Greetings!
Lets face it, when were using the phone to sell to someone weve never met or spoken with before, we have a credibility issue.
Prospects need to be sold on the fact that you can deliver what you promise before theyll get very interested in other aspects of your offer. Therefore, its important when prospecting to determine how much of an issue your credibility is with them.
Watch for questions such as,
"How long have you been in business?"
"What is your experience in dealing with my type of business?"
"What kind of results have you gotten?"
"Who else have you worked with?"
"What do you know about______"
These questions indicate that they need to be sold on your capabilities. Here are some ideas.
1. Ask credibility-related questions. Early in the call, you might want to bring this issue out into the open. Ask, "Have you ever had experience with vendors who didnt deliver what was promised?" Get specifics. Theyll tell you exactly what happened, which will give you an idea of what concerns you might need to address.
2. Use third-party examples. When explaining what you can do, speak in terms of "our customers say...,"
"People who use our service tell us that...", and,
"One feature that is popular with our customers is..."
3. Use actual testimonials. Use names of other customers. (Make sure you have permission.) Have names and numbers available that the prospects can call. This is the strongest form of credibility building.
QUALIFY GENERAL BENEFIT STATEMENTS
Another way to build credibility and present a persuasive sales message is to expand on generalizations.
For example, saying "Youll save time with our machine" is too vague. You need to give specifics.
Follow your statement with such words and phrases as, "to illustrate," "for example," "specifically," "namely," and "for instance."
Some sales reps are so familiar with their products, they feel they dont need to state what may seem obvious. Dont make that dangerous assumption.
QUOTE OF THE WEEK
"When we do more than we are paid to do, eventually we will be paid more for what we do."
Zig Ziglar
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
Lets face it, when were using the phone to sell to someone weve never met or spoken with before, we have a credibility issue.
Prospects need to be sold on the fact that you can deliver what you promise before theyll get very interested in other aspects of your offer. Therefore, its important when prospecting to determine how much of an issue your credibility is with them.
Watch for questions such as,
"How long have you been in business?"
"What is your experience in dealing with my type of business?"
"What kind of results have you gotten?"
"Who else have you worked with?"
"What do you know about______"
These questions indicate that they need to be sold on your capabilities. Here are some ideas.
1. Ask credibility-related questions. Early in the call, you might want to bring this issue out into the open. Ask, "Have you ever had experience with vendors who didnt deliver what was promised?" Get specifics. Theyll tell you exactly what happened, which will give you an idea of what concerns you might need to address.
2. Use third-party examples. When explaining what you can do, speak in terms of "our customers say...,"
"People who use our service tell us that...", and,
"One feature that is popular with our customers is..."
3. Use actual testimonials. Use names of other customers. (Make sure you have permission.) Have names and numbers available that the prospects can call. This is the strongest form of credibility building.
QUALIFY GENERAL BENEFIT STATEMENTS
Another way to build credibility and present a persuasive sales message is to expand on generalizations.
For example, saying "Youll save time with our machine" is too vague. You need to give specifics.
Follow your statement with such words and phrases as, "to illustrate," "for example," "specifically," "namely," and "for instance."
Some sales reps are so familiar with their products, they feel they dont need to state what may seem obvious. Dont make that dangerous assumption.
QUOTE OF THE WEEK
"When we do more than we are paid to do, eventually we will be paid more for what we do."
Zig Ziglar
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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