| Small business owners can lose revenue if they're | | | | your competitor instead. To find out his |
| not prepared to close a sale every time they | | | | objections, ask a few questions like: |
| answer the phone. Learn how to transform a | | | | "What key concerns do you have that prevent |
| prospect's phone call into a closed sale with a | | | | you from making your decision?" |
| happy new customer. Use these three tips to | | | | "How can I help you decide if this is the right |
| turn phone inquiries into closed deals. | | | | product for you?" |
| Small business owners know that the most | | | | Be sure to answer his objections based on what |
| important function of the telephone is to bring | | | | you know about his buying motivation, his need. |
| customers to you, begging for your service or | | | | Additionally, try answering his objections with a |
| product offering. So when the phone rings with a | | | | question that will lead to a buying decision. For |
| prospective customer on the other end, do you | | | | instance: |
| know how to transform an interested caller into a | | | | His objection: |
| buying customer? Here are three phone sales tips | | | | "I'm no good with technology. I hate to invest in a |
| to help you close more sales. | | | | new copier just to have problems with it that I |
| 1. Find the need | | | | can't figure out how to fix." |
| Don't assume that everyone interested in your | | | | Your Question: |
| product or service buys for the same reason. | | | | "Would you like a free 12-month service |
| Before you attempt to sell the prospect on how | | | | agreement with your new copier?" |
| great your product or service is, ask a few | | | | 4. Close the deal |
| qualifying questions to uncover his buying | | | | It's amazing how many small business owners |
| motivations. | | | | don't make the sale because they fail to ask |
| For example: | | | | closing questions. Closing questions are designed to |
| "Will you be using this in your home office or your | | | | bring the prospect to a place of decision or a call |
| workplace?" | | | | to action. |
| "How many copies per day does your office | | | | Ideally, you'll want to ask closing questions through |
| normally need? | | | | out the sales process that produce small "yeses" |
| "What is it about your current copier you are not | | | | like: |
| satisfied with?" | | | | "Would information on product reliability be of |
| Once you ask a few probing questions, listen for | | | | value to your decision?" |
| the problems, challenges, or frustrations that your | | | | "Are you interested in a program that will save |
| prospect is facing. Your caller is not looking for | | | | you both time and money?" |
| you to sell him somethinghe's looking for you to | | | | "Is timely delivery an important issue for your |
| solve his problems. Once you know his problem, | | | | business?" |
| you'll be able to sell the benefits of your product | | | | Once your prospect gets used to saying "yes," it |
| or service based on what he needs. | | | | will be more natural to say the all important YES |
| 2. Magnify the need | | | | at the end. Listen for buying signals from your |
| Most people buy for emotional reasons. When you | | | | prospect and be ready with many ways to ask |
| magnify the need, you tap into his emotional | | | | for the sale. For example: |
| buying motives and create an urgency to | | | | "If I could guarantee delivery by the end of the |
| purchase. A few questions or statements might | | | | week, are you ready to move forward with the |
| be: | | | | purchase today?" |
| "Do you have a backup plan if your copier fails | | | | "If that price quote is acceptable to you, shall I |
| right before a key client presentation?" | | | | ship it today?" |
| "I see how those continual paper jams could hold | | | | "I can schedule your project for next week, but |
| up copying projects for hours." | | | | I'll need your credit card information to hold your |
| "I'll bet that was an embarrassing situation, not | | | | project start date. I can take that information |
| being able to make a copy for a client because | | | | now if you are ready." |
| your machine was down." | | | | Good salesmanship requires practice, practice, |
| By creating the perception that your product is | | | | practice. Think through all possible objections to |
| critical to his success, you are much more likely to | | | | your service or product. Write out possible |
| win the sale. | | | | responses and questions that lead to buying |
| 3. Answer objections | | | | decisions. If you put the time in to think your |
| Objections are the reasons that prevent your | | | | sales process through, you'll feel more confident |
| prospect from saying, "So, do you take Visa or | | | | when a prospect calls you. The more confident |
| MasterCard?" If you don't find out the objections, | | | | you are with your sales process, the more sales |
| you can't answer themand your prospect will call | | | | you'll close. |