Generally, the field of sales has the reputation of being disgustingly aggressive, unprofessional and highly competitive. However, what if we told you there was a different approach to sales? Here are our five tips that we believe are ESSENTIAL in sales.
Be ready to speak first! When following up a lead through an outbound call, don’t waste the opportunity by asking if the person is available. For example, “Hi John, this is Phil from….” This approach instantly drums confidence into your call and allows you to communicate instantly. Grabbing the potential lead’s attention is vital and should be achieved during your introduction.
Show empathy. Understand and appreciate that time is precious to strong leads. A way to implement show empathy to your potential client is through tailoring the second part of your pitch to the client’s needs. For example, “I understand that you must be very busy today, however, I was not planning on keeping you long!” NEVER ask if now is a good time as this gives the client a reason to reject your call.
Address the aim of your call. Don’t go around the houses, be direct in your approach. For instance, “I would like to arrange a meeting to demonstrate our product/services.”
Introduce your proposition swiftly. Plan how your product or service can benefit the caller before conducting a call. Are they struggling to generate sales? If so, how are you solving the issue? For example, “Our solution can revolutionise your business and generate new sales pipeline by providing your clients with flexible payment methods on their clothing item purchase.” This instantly gives your call purpose and therefore, the potential lead has a reason to listen to your pitch.
Close the pitch. In this scenario, the ultimate aim is to book the lead in with a demo. This can be achieved by asking strategic questions such as: “Do you have concerns with our solution?” or “Do you see the benefits of our solution?” Ultimately, these types of questions indicate that you have a genuine interest in the potential client’s business.