Sales is set of skills that anyone can learn. If you learn and then practice the right skills, then things will be easier for you, and you’ll have more success. But if you don’t learn and use the right skills, then you’ll tend to wing it and make it up as you go along. This strategy is proven to lead to more frustration and less sales. It’s sad but true: most sales reps use ineffective skills and techniques that actually make it harder for them to succeed. And until you change what you do, you’ll just keep getting those poor results.
Below are five examples of poor techniques, I call them “Don’t say that,” followed by what to say instead. Look at these and ask yourself how many of these you are using and then make a commitment to begin using the more effective statements instead, and see for yourself how much easier selling over the phone becomes…
While prospecting, don’t say:
“Wonder if I caught you at a good time?” OR “Is this a good time for you?”
While I know it sounds polite to ask permission before you begin a conversation, giving your prospect a chance to avoid speaking to a sales person (you) is almost always a bad idea. If I’m ever given that option, I always say it’s a bad time just to get you off the phone. There is a better way to acknowledge that you are barging into someone’s day unannounced, and here it is:
Say this instead:
“________ I know you’re busy, so let me briefly ask you just one thing: we provide (your product – to other like companies or clients) and it may help you, too. Quick question:
“How do you currently..” OR “When was the last time you compared…” OR “Are you the right person to speak with regarding this?”
This technique works on several levels: First, you’re acknowledging they are busy and letting them know in advance that you’re going to be brief. Second, the opening is short and you immediately get to a qualifying question. And by getting to a question quickly, you’re giving your prospect the opportunity to tell you if they’re busy or not – don’t worry, if they don’t have the time, they’ll tell you. This is much better than offering them the out in the beginning. Third, by asking a qualifying question (and feel free to customize what you want to ask), you’re actually learning something about your prospect. Overall, this is the much more effective opening.
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