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Sell ​​by Phone – this is how you do it


You sit there, sweating after having made your sales call. The presentation went well. The customer in front of you seems happy, yet quiet and strange, at least that is what you think at this moment. Then you start to talk again. You start to babble and to repeat your sales arguments all over again, but somehow you can't get the scary question to leave your lips. And the customer doesn't say: “Where do we sign”? either.
It's a really tough situation, but don't worry - there is a cure for this kind condition, which of course is a moment of truth for you. I know it's really scary, but if you follow my guidelines and practice, soon you won't be all that afraid to ask for the order anymore.

I already know what you're afraid of, so don't try to escape now:
• You are afraid to appear too pushy.
• You are afraid that they will say no.

Forget about that now!

Here is how to end your sales call:

First, determine if the need is real and that you can deliver what they want. During the sales call, you should just ignore the idea of ​​money. Forget that there is money involved. Just imagine that you need to find a way to help this person with the solution to a problem. If you can't help, then say so and tell the person where you think they may get the kind of help that they need. Direct them to someone who could assist them.
If you do have a solution to their problem, ask the customer what he/she thinks about your solution and then ask when you can start helping them out.

It's actually so damn easy: Needs + Solution = Sell!

But even if you know that there is a possibility that you will land a customer, it may still be scary to ask for a commitment if you don't know how to ask in a way that feels natural. Here are some suggestions on how you can release the question that'll kick start your cooperation.

Sell ​​Call - closing

1. Now that you know what I can do for you, shall we get started?
2. It feels like our minds come together well and I think it would be fun to work together. Should we go ahead and get this on paper?
3. You mentioned that you need this solution immediately. Does that mean you want us to get started today?
4. I'm glad you think that the solution X is the one that works best for you, that's the one I would recommend. Shall we start with the details of the job now?
5th Yes, X can start next week. Do you want me to take care of the registration right now?
6. If you have any more questions, I have only one left: When do we start working?
7. Now that we've changed the offer to suit you better – do we have an agreement?
8. I would really like to work with you on this project. What is needed to get started here?
9. It seems that we have found the right solution for you and we have ended up just under budget. Are you ready to proceed?
10. You said earlier that you want this up and running by the end of the month. If we work a little backwards, it gives us two weeks to get everything in place. Therefore, I recommend that we start on Tuesday. Does it work with your schedule or would you rather that we start on Monday?

Isn't it great? Yes, there's still a risk that your client declines, but it just means that your solution is not perfect (yet), and that you will have to go back a few steps and resolve the ambiguities that exist and then ask again. Now you know how to end your sales calls.

Go get them!
   


About the author

Stefan Ekberg has worked in marketing for small business for 20 years and has written around 30 books on how small business owners can market themselves with limited resources. . In 2012 Stefan was nominated as Entrepreneur of the Year in Stockholm.

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"The 5 minute marketer" - the book
You run a small business and you want to get ahead of the competition, but how can you give resources to marketing when you're short on time and the budget is tight? The solution is here! The 5-Minute Marketer is packed with 395 tried-and-tested ways to market your business in 5 minutes or less.