Everybody's time is important and nobody likes to have their time wasted.
I absolutely hate the telemarketer phone calls around dinner time, that are a huge waste of my time.
I don't understand the English that is being used (because it is mainly Indian and very fast) and the caller does not understand when I say that I am not interested.
My efforts to appear not to be rude are wasted, as after about 5 minutes of politely trying to dissuade the caller I am faced with having to be rude to get rid of them.
It is very important these days to qualify your sales prospects.
By "Qualifying The Sales Prospect" I mean determining in the first minute of conversation (or reading the pitch) that the prospect is interested in what you are about to sell.
If there is no interest then I just wish them well and carry on to the next prospect.
You can qualify your prospect by just asking one leading question and if they answer YES then deliver your speil - if their answer is NO then you say "It has been nice to meet you Mr.
Jones and have a nice day:.
I had a team of 200 sales people selling telephone services, when the industry was deregulated here, and the pitch that I developed for them opened like this: Good morning Mr.
Jones How are you this morning? My name is Fred Bloggs from Origin Telecommunications and if I could show you a way of saving 20% off your phone bill would that be of interest to you?.
Yes or No - it doesn't matter you have qualified the prospect instantly and can now move on.
If the answer was NO then you politely excuse yourself.
If the answer was yes then the prospect has now given you permission to sell to them without any further time wasting.
So remember the phrase "If I could show you a way to xxxxxxxxxxxxxxxxxx would that be of interest to you" and use it in your face to face selling or as the sub heading on your internet splash page.
You will find that the deadwood is sorted out very quickly and that only real prospects are there after the first 30 seconds.
The benefits of selling to qualified prospects is that you can move more quickly through the selling process explaining the key benefits and then moving to the close situation (I will cover closing at great length in another posting).
Because the prospect's are qualified they are more attentive and will indeed ask questions about the product.
Body language of the prospect gives big signals when it is time to stop selling and to close the sale and so it is imperative for internet selling that you have addressed the three main senses of the prospect.
I will cover Body language in another posting but for this stage all you need to know is that for a sale to occur the prospect must have satisfied his visual sense (he must be able to see himself using this), his auditory sense (reading from the screen he is speaking the words in his head and so it must be interesting enough so that he does not want to skip out sections) and his kinesthetic sense (touch and feel).
The kinesthetic sense is hard to satisfy in online sales but the stage can be set in your pitch to make the prospect feel comfortable during the selling process.
I absolutely hate the telemarketer phone calls around dinner time, that are a huge waste of my time.
I don't understand the English that is being used (because it is mainly Indian and very fast) and the caller does not understand when I say that I am not interested.
My efforts to appear not to be rude are wasted, as after about 5 minutes of politely trying to dissuade the caller I am faced with having to be rude to get rid of them.
It is very important these days to qualify your sales prospects.
By "Qualifying The Sales Prospect" I mean determining in the first minute of conversation (or reading the pitch) that the prospect is interested in what you are about to sell.
If there is no interest then I just wish them well and carry on to the next prospect.
You can qualify your prospect by just asking one leading question and if they answer YES then deliver your speil - if their answer is NO then you say "It has been nice to meet you Mr.
Jones and have a nice day:.
I had a team of 200 sales people selling telephone services, when the industry was deregulated here, and the pitch that I developed for them opened like this: Good morning Mr.
Jones How are you this morning? My name is Fred Bloggs from Origin Telecommunications and if I could show you a way of saving 20% off your phone bill would that be of interest to you?.
Yes or No - it doesn't matter you have qualified the prospect instantly and can now move on.
If the answer was NO then you politely excuse yourself.
If the answer was yes then the prospect has now given you permission to sell to them without any further time wasting.
So remember the phrase "If I could show you a way to xxxxxxxxxxxxxxxxxx would that be of interest to you" and use it in your face to face selling or as the sub heading on your internet splash page.
You will find that the deadwood is sorted out very quickly and that only real prospects are there after the first 30 seconds.
The benefits of selling to qualified prospects is that you can move more quickly through the selling process explaining the key benefits and then moving to the close situation (I will cover closing at great length in another posting).
Because the prospect's are qualified they are more attentive and will indeed ask questions about the product.
Body language of the prospect gives big signals when it is time to stop selling and to close the sale and so it is imperative for internet selling that you have addressed the three main senses of the prospect.
I will cover Body language in another posting but for this stage all you need to know is that for a sale to occur the prospect must have satisfied his visual sense (he must be able to see himself using this), his auditory sense (reading from the screen he is speaking the words in his head and so it must be interesting enough so that he does not want to skip out sections) and his kinesthetic sense (touch and feel).
The kinesthetic sense is hard to satisfy in online sales but the stage can be set in your pitch to make the prospect feel comfortable during the selling process.
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