HOW TO OPEN AND CLOSE SALES CALLS IN ANY INDUSTRY
Author: Randy Taylor of Randy Taylor Financial Services who has handled over 4,000 sales transactions.It is protected by a Creative Commons License and may not be distributed or altered in any way.
Opening Sales Calls More Effectively
The most common mistake among new and veteran sales people is usually that they start presenting product solutions before knowing what the customer needs, wants, or can afford.
The basics in opening sales calls help with handling objections and even closing later in the interview.
Step #1: He who asks the most questions and talks the least controls the interview.
It is important to find out what they are using, how much they are paying, what their goals are, and how they think they might improve their situation.
Step #2 : Take notes during the fact finding and:
Step #3 : then present a solution to their specific concerns; not a standardized sales script..This is called consultative selling and develops rapport quickly.
Closing Starts During the Presentation, Not Just the Ending.
During the sales process you will want to ask trial closing questions to check your progress and
also to help you identify customer “hot buttons”..
The best trial closing questions include:
Does that make sense ?
Can you see how that will help you?
Does that fit your budget?
You can close immediately after a Yes answer to any of the above or take notes and close later.
The Easiest Effective Closing Methods to Use or Teach to Others:
Step #1 : Assume The Sale; be positive
Step #2 : Summarize the benefits they agreed to only
Step #3 : Ask for the business
Simple But Effective Closing Questions:
Order Blank Close: Do steps above then simply fill out the order blank verbally: “Is this your correct address” etc.
The Secondary Choice: ( Not..a choice between two options.) You ask for the business and then follow it with a second choice like: “Does this make sense? and immediately follow with: I can’t deliver this until next Tuesday, would that be soon enough ? ” If they say yes to it’s soon enough; they have bought.
For more details on how to handle objections, present, or do a more detailed sales call; please contact me at: Randy Taylor
How to Open and Close Sales Calls