How to Close a Sale Over the Phone
Some people think that telemarketing is an easy job, but just the opposite is true. In face-to-face sales, the seller has the advantages of being able to see the buyer and read his body language and facial expressions. It is also easier to say no or hang up the phone than it is to walk away from a live salesperson. If the telemarketer does his job well in a logical presentation from the initial greeting to the final "thank you for your order," both seller and buyer will have a positive sales experience.
Other People Are Reading
Instructions
-
-
1
Plan your sales call ahead of time. Know what you are going to say and be prepared to answer questions, both positive and negative. Remember that the purpose of your call is to get the order.
-
2
Start your sales call with a smile on your face and a positive attitude in your mind. Even though your customer can't see you, he can still feel your attitude by your vocal inflections. Make sure that you are talking to the decision maker. Be prepared to make your presentation to the person who answered the phone and also to the person who will actually say yes when it comes time to place the order.
-
-
3
Make sure that your initial statements are attention grabbing and create a desire in the customer to find out more.
-
4
Ask open-ended questions that force the customer to talk to you and expose his needs. Give the customer plenty of time to answer your questions. Don't rush answering her questions.
-
5
Present your product's features, advantages and benefits. (FABs). If at anytime your in your presentation, your customer does not seem to understand or you feel uncertainty, go back and explain until you feel comfortable that your customer is with you.
-
6
Ask for the order. This is the step that too often the salesman either forgets to do or is afraid of doing. If you have made your presentation well--presented all the features, advantages and benefits, and have satisfactorily answered all your customer's questions and objections--you have the order already. All you have to do is ask for it.
-
1
Tips & Warnings
Don't be afraid of talking about price. If you have presented your features, advantages and benefits well, price should not matter.
Too often the salesperson is the one who apologizes for the price when there really is no objection on the buyer's part.
