- August 2, 2016
- Posted by: Robert Duke
- Category: Articles
The sales department is a vital part of an organization as the revenue earning depends on how much you sell. If you are a sales person then, you very well know that selling is not a matter of joke and how difficult it is to turn prospects into sales. Hence, the real challenge lies in convincing customers over the phone to buy what the company you belong to is offering. Though there are rejections most of the time that you may have to face, but you should never stop trying. Learn from each of your experience while attaining a call and use them to reform the next you make.
Nothing in this world is impossible. You just need to have the determination and follow some guidelines to turn your sales pitch into a deal. To help you strike the note of success, here are six tips that you need to follow before making a business call.
Greet well, Be Professional
Start your telephonic conversation on a gentle note like a professional. Rather than just saying “Good Morning,” you can start by saying “Good morning Mr / Mrs. Williams. Your call is intended to impress the client and get some business so don’t be in a rush to say everything in less time. Give time to the person on the other end to respond to your “Hello” and prepare themselves to start the conversation with you.
Let the Listener Know You and Your Company
It is obvious that you will introduce yourself and your company once you are done with the greeting. But, don’t make that introduction elaborate by telling about your product because if you do so, the other party may stop the conversation and hang up the call saying that they already have that kind of product in use. So, keep the beginning very simple and general along with giving a small hint of the benefits of your product to build up the curiosity in the prospect and make him stay on the line for some more time.
Show How Grateful You Are
When you call a prospect, you don’t know in what situation he /she is at that moment. Calls done in a wrong time might annoy the receiver on the other end or might disturb their work. When you start the conversation, don’t forget to thank them for giving you a moment from their busy schedule. To show gratitude, you can say that you want to thank them for taking up your call and that you will take only a moment of their time so that they can get back to their work quickly with not much delay.
Inform What Your Product is Capable of
Rather than coming directly into what is your product, you can say what purpose your product can serve for the listener on the other side. Conversations starting with a question like “If we can show you a way to increase the productivity of your product at a lower cost, would you be interested to know more about it?” are likely to get a positive response, giving you a chance to sell.
Fix an Appointment to Discuss More
There are some limitations when you are trying to convince a prospect to buy your product because over the phone your medium of conveying is only words and to make the person listen to you is also not in your control. The listener may disconnect the call anytime. Hence, take advantage of the time you get to spend with the party and try to fix an appointment with them to help them with more information on your offering.
If the meeting is scheduled, your chance of cracking the deal increases. But remember to reconfirm the date, time and location of the appointment before ending the call. Your words should reflect that you will make best use of the time the client has trusted you with. Also, don’t hesitate to ask other details like the direction for going to the place of meeting and others if you need it. At the end of scheduling the meeting, never forget to thank them for the same.
Give him your contact information so that if any change of plan occurs prior to the meeting, they can inform you in advance.
Don’t Forget to Follow-up
Once the meeting is set, send a letter of confirmation right away to acknowledge the plan. And in case the meeting is scheduled for the next day then send an e-mail confirmation. But in both the case, keep the content short and professional.