Mastering The Sales Call
There is one framework that revolutionizes how you approach the sales call: People want to buy your product.
It may appear overly simple, but it changes how you approach a sales call or presentation. Why?
It takes away all of the tension
By beginning with a framework that the person on the other end of the line wants to buy, there is less pressure to push the product and begin talking about its features rather than asking questions about your prospects.
Your tone and demeanor change and the person on the other end of the line senses your confidence.
It changes how you handle objections.
When you know your prospect wants to buy your product, you approach the call differently. By asking the right questions about their needs, you can overcome obstacles BEFORE you make the ask, rather than dealing with objections AFTER you make the ask.
It alters your prospect's reaction to you.
When you know your prospect wants to buy your product and your job is to help them make the decision, the balance of power shifts in your favor.
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Instead of trying to persuade them to buy something they don't need, your attitude shifts to that of someone who genuinely cares about their needs and concerns.
You subliminally communicate that you are simply attempting to assist them in helping themselves.
It improves your marketing and product design.
Approaching the call as a problem-solving opportunity and asking the right questions provides valuable insights into your market's needs. It also aids in determining whether your marketing is effective.
Using this framework helps you become curious about your prospects and learn details about them that you would not have known otherwise. This aids in the design and development of products.
Closing is more of a dance than a fight. When you find yourself having conversations with your prospects rather than using high-pressure, strong-arm tactics, you know you're on the right track.?
The transfer of energy and beliefs is what selling is all about. The simplest way to sell is to believe in your own product and transfer that energy to your prospect over the phone.?
Conviction always beats slick hacks and tricks any day of the week.?