Selling a product is difficult these days than 10 years back. A prospector is not open to hearing a pitch in the call. Seeking their attention is the primary task of the conversation. Even if the receiver needs that particular product, they wouldn’t hear you out if you are not doing it right.
The moment they realize that you are trying to sell something, he’d judge the call and hang up! The usual introduction “Greeting, I’m X from X company” itself lost the opportunity. Only a healthy conversation comprising facts and numbers can make a customer hear you.
Here are the top 6 steps to cease the moment –
1. GREET THEM AS A FRIEND NOT A SALES REP
Never give them a feeling they are being canvased through the phone. Call out their name and make them think that who might this be! Usual call introduction by a sales rep would be irking. Talk to them like you have something to say that is very important to the recipient in near future. The first 30 seconds should be utilized to grab their attention and make them listen.
2. ASK A QUESTION
Throw a question about their business right after grabbing their ears. If there is a silence right after the question, BINGO. He/she wants to give you a good answer. Let them think.
Ex: : How do you maintain your footprint throughout the country? : Are you aware of your business potential in Bombay?
3. BOMB THEM WITH FACTS AND STATISTICS
If you are providing a service, make them realize the opportunity they are missing. Present numbers and history. Let them think how well this service could help them for whatever purpose.
4. LEAD THE COVERSATION
Never let the customer rule over you. Rather than being a submissive, lead the talk and fill them and answer their questions spontaneously.
5. BE A GOOD LISTENER
Hearing the buyer is very essential. Wait for him to complete and make him feel like he is sharing his problem with a friend. Find out what he wants and treat that problem than beating around the bush.
6. NEVER LEAVE A DOUBTFUL CUSTOMER
If the buyer is in a dilemma whether to buy your product or not, grab him
and compare the before and after scenario. Utilize his confusion and convert it into your bonus.