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Helpful tips for any new salesperson.
1) Twenty questions - that's right, ask up
to twenty questions to help qualify the client on the product they
are going to purchase from you. That will mean getting to know
some or your entire product catalog so you know what questions
to ask.
2) Make eye contact - try to make eye
contact with the client so they know you are not trying to deceive
them. Always be honest and truthful.
3) Smile when on the phone - always smile
when you are talking to a client on the phone. They will hear
your smile in your voice.
4) Narrow down your solutions. Having
too many solutions can be confusing and will cause them to go
elsewhere.
5) Start high and work your way down the
product or service chain. Often times clients want to under
buy; if you have qualified them correctly they will see the value.
6) Find out your company's core competencies
and use them. Use the resources you have around you to help
your clients when they have problems.
7) Be the one to give the informational
brochures - do not let them search for the information on the web -
they might purchase it somewhere else.
8) Send out a product catalog if your
company has one. Your client might not know all the products
or services you offer. One way of getting that across is by
sending them a catalog.
9) Do not talk bad about competitors - even
if you know they are evil!
10) Do not divulge to much about your
company. People do not want to hear excuses or bad things
about the people you work with. It could cause them to
purchase elsewhere.
11) Know your competitors deals, strategies,
and products. You can easily maneuver through a sale if you
know what you are up against.
12) Know manufacture deals - such as rebates
and incentives. They will help you close the deal!
13) Talk about the difference in price - not
the overall price. Item A is only $300 more and you get these
features!
14) Find common ground - encourage
communication with your clients will talk with you if they
believe you have their best interest.
15) Ask for the sale - follow up with quotes
and ask for the sale.
16) Offer accessories or product add-ons to add
value to the sale.
17) Have them fill out a comment card. If
they believe you were really helpful, have them put it in writing.
18) Call within 30 days after the sale.
This will alleviate any tension that builds from problems.
19) Send out a "Thank You" cards
after the sale telling your client you appreciate the business.
20) Call periodically to check on them.
21) Get away - take your lunch away from
your desk. Take a break and leave the building if you can.
It refreshes you.
22) Role-play with other sales people to
overcome objections. Visit a couple of car lots and pretend
you are the customer. See how they handle the objections.
Cold
Calling Tips Visit Now!
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