Archives for the 'Telemarketing' Category
Pain-free selling: Jeffrey’s view
I just received the introduction to an article by Jeffrey Gitomer in my mail box and would love to link you to the full article but, sadly, the site won’t allow it. So I’ll direct you to his site home page instead. You might want to see other stuff there.
Anyway, in the article I’m referring to he talks about how the whole idea of basing a sale on identifying pain is maybe not the best premise. On first read I found it hilariously spot on the mark.
On second read I realised how many people have ‘jumped on the band wagon’ of identifying pain to the exclusion of virtually any other reason as to why a customer might buy. Trouble is, unless you’re very, very good at this technique, you end up coming across as a snake oil salesman.
I’ve met one guy who is very good yet, without exception, anyone can spot the people he’s trained a mile off and they don’t have anywhere near his finesse. And guess what? They sound phoney, nobody likes their attitude or approach and they fail.
“… if you want to find pain, become a doctor” - is Jeffrey’s sound advice that really hits home.
So, if you’ve been going down this path and getting nowhere, why not STOP right now? Adopting this no-nonsense approach can free you to instead use sensible, gentle conversational questioning techniques to find positive bases for people to buy from you…
Linda Mattacks is the author of a series of training courses available at SellingForBusiness.co.uk developed to provide easily accessible training for small businesses who are not in a position (or may not want) to take time out to attend formal training sessions.
Use Testimonials to Keep and Get More Business
How can you use testimonials to keep business?
You should be regularly checking that your customers are happy with your business service - you can’t afford to assume that they are.
The world is changing and customers are aware of competitive offerings and, though many will still not say a word to you about any upset, you don’t want to wait until they walk off with another suitor to find out there was a problem.
So, during your contact call you first want to discover whether there are any hidden snags. If there are, lucky you, you have a chance to sort them out and put them right. But don’t ask for your testimonial at that point.
If, on the other hand, you satisfy yourself that your customer is indeed happy: Ask for a testimonial and make it as easy as possible to comply.
Linda Mattacks is the author of a series of training courses available at SellingForBusiness.co.uk developed to provide easily accessible training for small businesses who are not in a position (or may not want) to take time out to attend formal training sessions.
How to sell in a recession: 1
How can you grow your business when the economy takes a nose dive?
… and your traditional market’s sinking without trace?
Anybody seen to be “selling” today is probably going to get short shrift, so how about making it easier for your market to buy from you instead?
Firstly think about what your company does for your customers.
Not what you THINK you do (keep their telecoms, IT, delivery, fleet running smoothly) but what they value about what you do enables THEM to do (communicate, run their business optimally, deliver last minute items, keep their employees safe on the roads).
Oh and how do you help them do this on time, on budget and protect and advance their company brand and reputation)?
Isn’t that a little bit different to: “I’m gonna sell you something because I need the business/ need to reach my targets”?
The key here is being able to demonstrate that you understand the worries, cares and hassles of your customers and that you’re here to help them.
You can’t fake this: If you try your prospects and see through you in seconds
It’s worth working on, though, and it isn’t just an ‘elevator pitch’!
Linda Mattacks is the author of a series of training courses available at SellingForBusiness.co.uk developed to provide easily accessible training for small businesses who are not in a position (or may not want) to take time out to attend formal training sessions.
