Stop Selling and Make More Sales

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A few months ago I spent time training some telephone salesagents who were new to selling. They'd mainly been involvedwith handling incoming calls but now their company neededthem to do some out bound sales calls. I spent two daysrunning a sales workshop for them and another three dayscoaching them on the job.

The biggest challenge I had was trying to stop them selling.Or at least their idea of what selling is all about.

Many people who are new to sales and also some experiencedsales people want to keep talking about their product orservice. They open the conversation with one or two generalquestions which are often irrelevant to the customer andthen launch into their sales spiel.

What then happens is that the customer thinks "Oh no, I'mbeing sold to" and immediately disengages the brain andstops listening. The sales person then has limited successas far as getting a sale is concerned.

My job with these people was to try to get them to stopselling as they knew it. The most important thing in anysales call is to find out what the customer's needs are. Thecustomer won't readily tell you what his or her real needsare so the sales person needs to do some careful probing.Questions need to be asked that are relevant to thecustomer's needs and relevant to your product or service.

It is often useful to open an outbound sales call with thequestion "Mr Customer I'm not sure whether we can help youor not, however I would like to ask one or two questionswhich will establish whether our product would meet yourneeds and benefit your business, is that OK?"

This statement is perfectly true because, you don't know ifyour product or service will benefit the customer until youask him or her some questions about their business. It willalso have the effect of relaxing the customer if they feelthey're not being sold to and that someone is interested andcares about their situation. If the customer believes thisthen closing the sale becomes so much easier.

Discover how you can generate more business without havingto cold call!Alan Fairweather is the author of "How to get More Saleswithout Selling" This book is packed with practical thingsthat you can do to - get customers to come to you.

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