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As the conversation progresses, you can use your "talking points"
to keep the discussion on track and moving toward your goal.
3. Ask questions. The person who is asking the questions
controls the conversation. Listen for the prospect to answer,
then repeat their answer back to them.
Say, "If I'm hearing you correctly, you need......and you're
concerned about... Let me answer those concerns."
In most cases, once you satisfy their concerns, people place an
order.
4. Ask WHEN they will be ready to act. They may say I need it
now. Or they may let you know they are nowhere near ready to
buy. Either way, a surprising number of prospects will give you
a very precise idea of their intentions if you ask this pointed
question.
5. If the prospect or his assistant tells you this isn't a good
time to talk, offer two dates and times for you to call back.
Rather than saying I'll call back another time, setting a date
and time gives you an appointment.
6. Did you get an answering machine or voice mail? Don't just
leave your name and number. Record a short sales pitch.
"Ralph! This is Linda May at Tagline. I want to give you a
discount on our new system that improves profits 20 percent.
Reach me at.... I'm in all day today."
7. People who can place orders are invariably busy. You may
find your prospect is trying to handle interruptions and problems
while he is talking to you. If there appears to be a serious
distraction going on, say it sounds like you've got a lot going
on. How 'bout I call back in 30 minutes or an hour?
The prospect will appreciate you giving him a chance to get
things back to normal. And by offering to call back a short time
later, you keep the prospect from putting you off indefinitely.
8. Finally, keep notes about your conversation. You will look
organized and professional for being able to pick up where the
previous conversation left off the next time you call.
Many managers are up their eyeballs in responsibility and love it
when you help them keep the project organized.
You can also make notes about a prospects favorite project or
personal life. Natalie, I remember your son is graduating this
semester. Being able to remember little things like that endear
you to the customer and often become a key factor in getting you
the sale.
-- About the Author
Ron Sathoff and Kevin Nunley provide marketing advice, business
writing, and promotion packages. See all their helpful tips and
ideas at http://InternetWriters.com Reach them at
mailto:service@InternetWriters.com or 801-328- 9006.
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