Maybe You Shouldn’t Ask For the Sale, Sales Scripts That Sell Without Selling
Maybe You Shouldn’t Ask For the Sale, Sales Scripts That Sell Without Selling
Have you ever looked at the list of people you had to call in a morning with a bit of apprehension? They might be prospects you have touched before. Now they are in your calendar for a follow up call, but the prospect doesn’t know that. What can you say to this person to get them to take the next step? What can you share that will get them to invest in your product or service?
Before I share with you what you can share with them, I want you to envision that you are sitting at your desk and “sales person” calls you. How do you feel? Are you excited to talk to them? Are you figuring out ways you can get off the phone? Maybe you tell them someone just knocked on your door and you “have to go”. Just as you try to escape sales calls so too do your prospects. They want to escape because they are tired of being sold to.
Many entrepreneurs
and sales professionals get into the mindset that because they have a passion for what they offer that their prospects will share that passion. If you count on that you won’t be making many sales! Instead of calling, sharing your passion, and pitching your prospects about features and benefits, consider an approach that adds value.
Especially on follow up calls (any call after your first conversation) I would invite you to consider that putting yourself in the position of the expert, without saying so, is the way to double your sales quickly. On your follow up calls, put the following methods into action and watch prospects reach to you for more help.
Ask Questions About Their Challenges – Instead of talking about your company features and benefits ask questions that dig deep on what is causing them problems in their business. Ask questions
about where they are wasting time, wasting money. Ask questions that give them an opportunity to share with you if they are tired of being stuck.
Pound On Their Pain – Pounding on your prospects pain doesn’t mean mocking them or putting them down. When you expose your prospects pain, make them a bit uncomfortable it will cause them to seek out a cure. Let them know it doesn’t always have to be that painful. Whether you are selling B to B solutions or directly to consumers getting more sales means exposing pain and then carefully leading them away from that pain.
Give Them A Way Out – Don’t let your prospects get depressed! Give your prospects a way to alleviate the pain, and eliminate their challenges. You might do this by scheduling a meeting, share a white paper, or it might be even to make a purchase right then on the
phone. Make it clear and obvious that the cure is available.
To double your sales it isn’t always about pounding on your prospects. When you can carefully ask interest piquing questions and provide a way for them to solve their pain you will be on the path to doubling your sales in no time.
Discover 67 interest piquing questions that will get prospects identifying you as the expert and increase your sales. Start now with a FREE 5 day video powered sales course (yes you can skip ahead) 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.
Article from articlesbase.com
