Many customers will start out telling you exactly what they need, so it is easy follow that with telling them exactly what you sell and why it is the best fit for that need. But you’re both wrong. If that were the case, they might as well just buy off the Internet, or from the outlet that advertising the lowest price. They need more help from you than they realize, and providing that help is your competitive sales edge.
STRONG CLOSER Weekly Sales Builder – October 8, 2020
- YOU Are the Competitive Edge (Not Your Products or Your Company)
- Use Video Conference Sales Calls to Sell to Multiple Decision Makers
- Yes, Sales Scripts Will Help You Sell More
- Turn Your Customer Service intent into Tangible Actions – Part 2
- Customer Research Makes Better Ads
- Sales Call Planning – Take Your PAL on Every Sales Call
When multiple people are involved in making a purchase decision, you can’t count on your primary contact telling your story accurately. Nor can your contact answer all the questions or objections that may be raised by others. During this time when most live group meetings are impossible, you need to master the skills of telephone and video conference sales calls.
Many of us think of sales scripts as outdated tools. “Today’s customers are so unique; I can’t just use the same lines on them.” But that thinking is wrong. There are many times in sales conversations where carefully constructed phrases work extremely well. It’s just a matter of knowing when and how to use sales scripts, and how to customize them to fit into your sales dialog.
In the long run, a skilled salesperson generates far more business from existing customers than from new prospects. Highly satisfied customers lead to years of repeat orders, upsells, cross-sells, and referrals – all resulting from delivering what is promised plus great customer service. But the intent to give great customer service is not enough.
FROM THE STRONG CLOSER ARCHIVES
On every sales call – from the first hello to the final close – your success depends upon your defining and successfully executing three key components: defining your call Purpose, knowing your Audience, and getting the Logistics just right. Make sure you Take Your PAL On Every Sales Call.