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Fundamental Sales Tips

PRE CALL PLANNING QUESTIONS FOR YOU

  1. What specific benefits are your clients looking for from you?
  2. How do the benefits match the needs of your client?
  3. How does your service/product compare to the competition's in providing these benefits?
  4. What makes you and your skills better than your competitors?
  5. What might prevent a prospective client from hiring you? (from using your product?)
  6. Are you a leader in your field?
  7. What makes you a leader?
  8. Why should the prospect/buyer/client - buy from you/use your service?
  9. What difference will it make to your client if they DON'T HIRE YOU, UTILIZE YOUR SERVICE, BUY YOUR PRODUCT?
  10. What are you offering that is pertinent to the changing times, economy, and prospect's market/their life? (Why are they awake at night?)
  11. What features of your service/product(s) are likely to pique your clients interest?
  12. Why do you want to do business with this client?

Once you have answered these questions for your target market, you will be well armed to make a presentation to a potential client. Your CONFIDENCE will be SOARING! Now the sales process can begin.


WHAT DOES THE SALES CALL LOOK LIKE?

  1. Develop rapport.
  2. Listen for needs and or goals - psychological as well as measurable.
  3. Verify the information you are gathering to make sure you heard your client.
  4. Ask if there is anything else they are willing to share with you regarding their need.
  5. Write down the criteria you gathered that is IMPORTANT TO YOUR CLIENT.
  6. Focus in on a key objective.
  7. Propose a plan with a time frame for expected results to meet the key objective.
  8. Ask for a commitment. At this point, if they say NO, re-verify that you have a complete understanding of their needs and objectives. It is ok to ask them what it will take for them to make a decision to use your services/products. This is a KEY time in the call. What you ask and say at this time will determine if the door remains open if you are indeed having a conversation with the decision maker.
  9. Set up schedule/meeting/close sale.
  10. Thank them for the opportunity.

REMEMBER THAT A SALES CALL IS JUST A CONVERSATION!

Kathy Holdaway
© Leading Edge Opportunities, Inc.
San Diego, California
619.804.3662