Question

Topic: Strategy

Pitch, Selling Techniques

Posted by Anonymous on 4/15/2009 at 1:26 PM ET 250 Points
I'm new to selling products over the phone, besides my cadence and tone which are no problem. What can I do to make my products sound more enticing? I build excellent rapport with the customers but when it comes time for objections about money or method of payment what's the best loop to win them over no matter what the price? I would appreciate any response thank you!
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RESPONSES

  • Posted by Neil on 4/15/2009 at 5:35 PM Accepted
    You should make a list of possible objections and concerns and have some idea on how you will address them. You cannot be prepared for every possible objection but you can be prepared for many of them and that will make things go better.

    By the way, never imply that a prospects' concern is not a valid one. It is valid if they have the concern so be very patient and acknowledge the concern and address it.

    Also, be on the look out for the "real" concern. Sometimes prospect has concerns that they do not verbalize and through experience you will get better at figuring those out and addressing them. The key is to pick up the phone and get started...
  • Posted by mgoodman on 4/15/2009 at 6:47 PM Accepted
    Neil has shared a great way to deal with your question: List the objections you are getting or might expect. Don't think about the answers; just list the questions. Phrase them the way you think a prospective customer would.

    Sleep on your list. Add to it. Make sure you've done a really good job creating the list.

    Then WRITE OUT the best answers you can come up with for each question. Get help from others you respect. Refine your answers for a few days.

    If you will take this assignment seriously, follow instructions literally, you'll end up with a great understanding of what's going on in your customers' minds, and how best to address their concerns. You'll also be in a much better position to read between the lines and address the real issues.

    I've taken many clients through this exercise, and it always surprises them how profound the experience is. It really helps you crawl inside the customers' heads and puts you on their side in the exchange.

    Don't cheat or try to short-cut the process. Take the assignment seriously and it will serve you well -- and address your question directly.

    Good luck.
  • Posted by Neil on 4/15/2009 at 7:16 PM Member
    I agree with Mr. Goodman, a brainstorming session is the first step. Find some time to try to see things from your prospect's point of view. What problems do they have? How can your products or services help with those problems? What concerns are likely to come up?

    I have done a lot of sales in my life and I have to say that trying to see things from the point of view of your prospective customer and not your desire to make the sale can make a big difference. Also, be patient and don't hard sell. My opinion is the hard sell where you try to close on the first call through high pressure is very old school and does not work very often any more.

    The most important aspect of sales is follow-up, follow-up, follow-up. Have some sort of CRM (e.g., SalesForce) or at least a callendar system and schedule calls and emails for the future, depending on the preference of the prospect.

    Never end a call without getting the "next step" unless the prospect says no. The next step could be a call on a future date, an email with some additional information, or even a conference call with a member of your technical staff to go into greater detail. Always end the call with a next step.

    A lot of selling is attitude and desire and you have those so you will do well.
  • Posted by Jay Hamilton-Roth on 4/15/2009 at 9:56 PM Accepted
    You might want to read "You Can’t Teach a Kid to Ride a Bike at a Seminar" (book review at: https://www.manygoodideas.com/2008/01/01/you-cant-teach-a-kid-to-ride-a-bik...). It shows step-by-step how to walk a prospect through a sale.
  • Posted by telemoxie on 4/24/2009 at 10:18 AM Accepted
    Some good advice above. I especially like the suggestions that you should look at things from your prospect is point of view.

    One technique is to think of a person who is a very good friend of yours. If they were a prospect for your product, would you recommend that they buy it? If so, sit down and write them a letter. Write a friendly letter explaining to your brother why he should spend more to buy your product rather than the competition assuming for the moment that he knows all facts about your product and your competitors products and prices.

    If you would not be willing to sell this product to your brother or close friend due to price or other reasons, then maybe you are selling the wrong product.
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