Eliminate Rapport Building And Sell More ? Sales Scripts That Customers Like And Get You The Sale
Eliminate Rapport Building And Sell More ? Sales Scripts That Customers Like And Get You The Sale
Whether you are making cold calls or are calling leads from your marketing the opening seconds of a phone call can be challenging. You don’t know much about your prospect and they certainly are nervous receiving a call from a total stranger. Those valuable seconds at the beginning can result in you getting the sale or hearing the dial tone.
To eliminate the fear that you have when the phone rings, I invite you to consider eliminating a method that many sales trainers still teach. Many people will suggest that you need to have rapport in order to make a sale. They will give you methods of asking about their friends, family, or even their dreams in order for the prospect to see that you are worthy of their time.
Forget all of that advice!
At the end of the day your prospects don’t care about you. They don’t care that you have asked
about their family, career, weather, etc. Honestly, when you put yourself in their shoes isn’t it a little uncomfortable for a stranger to ask you questions about where you might go on vacation? It’s a total waste of time.
You might be thinking that “they have to like me” before they will buy from me. Now, think for a moment about the last time you went into your Doctor’s office. Do you think your Doctor is sitting up at night, crafting questions about friends, family and vacations? Although your Doctor may end up asking you a few “personal” questions at the end of the day he isn’t trying to win you over, or get you to like him, with rapport building. He understands his value, he understands the high level of service he provides and most often he will make you wait to get that service!
Instead of wasting time with rapport building, just eliminate
it. You have seconds to get attention and each second that goes by either gets you closer to a sale or the dial tone. Consider the following tips to incorporate into your sales scripts:
Questions that pique interest – Questions that pique interest are ones that almost make your prospect lean in closer to the phone. They hit on items of how they can save time, money, and sometimes both. When you ask the right types of interest piquing questions you will find that your prospects start asking you more about “how” they can use your services or product.
Questions that provide options – Many sales professionals get right next to the sale and then ask “when would you like to meet?” or “what do you think?” They tank the sale because they didn’t make the options obvious. Make options on selecting your product, services, or even meeting
times obvious and your prospects will reward you with a sale.
Now, stop building rapport and start asking questions that get you to your next sale. Discover 67 interest piquing questions in a 5 day action packed video course (yes you can even skip ahead). Start this FREE course immediately at www.QuestionsThatSell.com
Todd Bates is a national Marketing and Business coach. Through his programs, such as Todd Bates Systems, he shares innovative systems to help businesses owners and sales professionals dramatically grow their sales.
His systems cover a broad base from sales conversion to marketing on a budget. The strategies that he shares have enabled him to net over 1 million dollars a year since the age of 24.
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