It doesn’t matter if you have been selling for 20 years or if this is your first month and you are still nervous, we could all use some quick reminders occasionally. Here are some basic rules that are sometimes overlooked but are vital in building trust and making the sale
Know your customer – Before you pick up your phone and attempt to sell something to somebody you don’t know, and who doesn’t know you, arm yourself with a little information.
Go to a site like LinkedIn, and see if you can find out anything about the person and company. Look at their company’s website and get enough information so and at the bare minimum be able to speak for about 15 seconds regarding their company and what they do. Arming yourself with a little knowledge will greatly improve your chances of garnering the sale or at the very least having a second call.
Have an attention-grabbing headline in your follow-up email - We all get bombarded with dozens of emails every single day, I know that I will look at a subject line, and if it screams "I'm a stranger trying to sell you something," it instantly gets deleted without even opening it.
Positive speech - Top sellers accentuate the positive and stay away from any negative phrasing. Instead of saying "Your order won't be delivered until next Wednesday," say "We can ship your order as early as next Wednesday." If you were the customer, which phrase sounds like you are helping them?
You have two ears and one mouth - There is a reason for this. Develop your listening skills. It has been shown that overwhelmingly, people who listen and allow the customer to do the majority of the talking close far more sales than the person who talks in rapid-fire-succession and overwhelms the customer.
Why are you calling me? - State your business. Do not open with "How are you doing today?" I am a stranger to you so that comes across as very insincere and forced. Try, "Hi Bob, this is Shawn with FOXIE. I'm calling to learn about your company's needs and to see if we can be of help to you in that area." Once you introduce yourself, state the reason for your call.
Now that you are making calls and trying to close sales...
Are you ready to drastically improve communication with your customers and employees?
Foxie has developed FoxieEngage, which is a single platform that gives you the ability to chat, respond to social media questions, text, talk, and communicate with your staff, customers, and vendors…all on their terms and in the way they choose to communicate with you.
FoxieEngage is what your business needs and what your customers and employees have been yearning for.
Be more engaged with your customers and employees...call us at 866-BE-ENGAGED (866-233-6424), text START to FOXIE (36943) or if you prefer just shoot me an email at smcclellan@foxie.com.
We are looking forward to engaging with you soon!