NEVER EVER lead with your product or service because you will set yourself up for a price objection. Sell solutions and value first! Read more...
When you can't read your sales prospect then ask them, "What are you really thinking?"
How you ask a sales question is just as important as what you ask!
Always remember to pause after you ask a question. A pause implies that you are a good listener and have a genuine interest in helping your prospect.
If certain sales questions are working well for you and they are inspiring interest write these questions down on paper and hang them in front of you (on your computer screen) so that you don't forget to ask them!
Study
your competition, visit their website and sign-up for their FREE
Newsletter. Such information will give you more insight into your
industry, how your product and/or service is being sold and may give
you new ideas as to how you want to approach each telephone call.
You may even want to call your competitor's sales department to see what questions they are asking that you may not be asking!
Ask your sales manager if you can shadow a few successful sales reps. Your time spent with these successful reps will help you to speed up your question skills.
Ask questions that do not elicit a "yes" or "no" response. Ask open-ended questions.
Ask questions that imply feelings or emotions. For example, "How do you feel about....." Or, "Based on our conversation today, could you see yourself one day using............."
How are your listening skills? Are you really listening to your sales prospect? Your questions will mirror how well you are really listening to the needs of your sales prospect.
Try to periodically use your prospect's name at the beginning of your sales questions. This shows the prospect that you are really focused on the conversation and trying to help them.
Copyright 2007
MR. COLD CALL SEMINARS - All rights reserved.
Behind The
Scenes With Mr. Cold Call Mr. Cold Call is the
author of "How To Have Fun Cold Calling" and "115 Common Sales Objections, 156 Clever And Savvy
Responses." According to Mr. Cold Call, "Your cold call success
is dependent on 11 winning personality traits (known as your Telephone Persona
Of Success!)." Collectively, these traits allow you to uniquely market
yourself over the telephone so that you can inspire your prospect’s curiosity
and reduce their resistance. Are you interested in finding out more about Mr.
Cold Call? Then sign-up for his free weekly cold calling tips atwww.mrcoldcall.com
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