Fret-Free Tele-Selling for the Reluctant Rep
Page : 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48ALL
within your budget?”
“Absolutely.”
“OK, well, umm…”
Sounds unlikely? Believe me, it happens. In this example, the tele-seller has used an incremental close technique. He got the client saying ‘yes’. What could be simpler, then, than to conclude with:
“Shall I arrange delivery for Thursday – or would Friday morning be better for you?”
or:
“So would you prefer to go with the standard model – or will you need the extra xxxxx ?”
That, by the way, is known as the ‘preference close’. It gives the prospect (now customer) two options – both favourable. And thereafter, aside from offering a few reassuring ‘pay no money now’ guarantees – to shift the risk from buyer to seller – your job’s done.
Note: There’s another school of thought on closing the tele-sales call, and that’s asking the
Page : 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48ALL
Pages: 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48
