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I Advice - 3 Simple Rules For Your Next Sales Call
Cheap business phones and phone systems are available from several U.S. as well as international manufacturers. Most business telephone systems essentially consist of several internal telephones, fax machines and other devices, connected to each other and to the outside world by a switching system. Switching systems, called PABXs or PBXs are distinguished from smaller systems by the fact that external lines cannot be normally selected at any individual extensio
Yesterday I received a phone call from an acquaintance that I’ve met once or twice but haven’t seen in over a year. She wanted to let me know that she was referring me to a client of hers who needed help with his Web site copy. Although I hadn’t thought about her in months, she mentioned that she’d received a postcard from me for the past two quarters — and that’s why she instantly thought of my services when her client voiced his need. Although it wasn’t reall
Well the rep started by going straight into a sales pitch. She was using the age-old technique of trying to complete her benefits-loaded-sales-pitch before I knew what hit me. This technique is very similar to television, radio, or print advertising where if you show your ad to enough people with a pulse, then you will eventually find a few people who actually need the service.
Instead of getting annoyed with the sales rep, I decided to have fun with the call. Once she was done with her somewhat lengthy pitch, I asked her "Do you have any idea what I even want?" Well of course, she did not because she had not asked me a single question. I could tell during her pitch that she was tense by the sound of her voice. So I started to ask her questions about the service. She answered my questions very well. I noticed by her voice that she was getting more relaxed and comfortable by
Service sure does come with a smile, but sometimes with a great deal of understanding.Recently, looking for a gift, I settled for a breakable item from a gift ware store in a shopping mall. On leaving the shop and making my way out of the mall I slipped at the top of the escalator and broke the bowl I purchased.Not that the gift was over-expensive, about $50, but it took me quite some time to make the selection and the thought of having to look ar
Well the rep started by going straight into a sales pitch. She was using the age-old technique of trying to complete her benefits-loaded-sales-pitch before I knew what hit me. This technique is very similar to television, radio, or print advertising where if you show your ad to enough people with a pulse, then you will eventually find a few people who actually need the service.
Instead of getting annoyed with the sales rep, I decided to have fun with the call. Once she was done with her somewhat lengthy pitch, I asked her "Do you have any idea what I even want?" Well of course, she did not because she had not asked me a single question. I could tell during her pitch that she was tense by the sound of her voice. So I started to ask her questions about the service. She answered my questions very well. I noticed by her voice that she was getting more relaxed and comfortable b
Quit spreading those chain letters, nothing is going to happen to you if you don't mail it to the next person. However, there is a better chance that if you continue mailing, you may have the FTC on you. Chain letters are illegal even when they do not make a profit. But, this is another story. Most chains never make a profit except for the guy that starts it.1. Big companies don't do business from chain letters.2. There is no kidney theft ring in
Instead of getting annoyed with the sales rep, I decided to have fun with the call. Once she was done with her somewhat lengthy pitch, I asked her "Do you have any idea what I even want?" Well of course, she did not because she had not asked me a single question. I could tell during her pitch that she was tense by the sound of her voice. So I started to ask her questions about the service. She answered my questions very well. I noticed by her voice that she was getting more relaxed and comfortable b
Are you hoping your customers will suddenly yell out “Bingo – I’ve got it!”? Is your product naming strategy so complex that customers have no choice but to keep their own charts of each name or acronym along with a description of what the product is? Do you sell standalone products or integrated solutions? Are you a business to business services company that offers multiple products to potentially the same customer? Do you know if your brand identity is mo
Instead of getting annoyed with the sales rep, I decided to have fun with the call. Once she was done with her somewhat lengthy pitch, I asked her "Do you have any idea what I even want?" Well of course, she did not because she had not asked me a single question. I could tell during her pitch that she was tense by the sound of her voice. So I started to ask her questions about the service. She answered my questions very well. I noticed by her voice that she was getting more relaxed and comfortable b
The business world is growing more competitive by the minute. In a fast paced society such as our own, it is very important for business professionals to stay on top of their game. When trying to win over a new client, it may be necessary at times to do a little schmoozing with the corporate snobs. Corporate gift giving is a great way to show a potential client that you mean business. We are not talking about your everyday coffee mug with the company logo stamp
Once I had asked enough questions, I told the rep that this service was not for me as I already have my own website (through the conversation, she never asked this critical, obvious question). I told her that I would keep her service in mind for clients that might need a website starter kit. I could tell that she was distressed. She tried a final closing attempt on me by pleading "Well, don't you want to at least try it out?" I said "No way - do you have any idea what a pain the a%$ changing web hosting services is?"
Lest you think of me as cruel for wasting this poor sales rep's time, I remind you that as buyers we do this to salespeople everyday when we consider making a purchase. Have you ever asked many questions of a salesperson only to go home, think over the decision, and then never buy the product? Many salespeople and entrepreneurs put up with this behavior from prospects because they exhibit this behavior themselves when making purchases.
- QUESTION: Who was in control of the sales call?
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