Start with a story

One of the best ways to break the ice and start a call is to use a testimonial story. This allows you to start with a benefit supported by a success story. I often start a call by saying "We work with a number of businesses just like yours and they've been getting great results. Can I ask you a few questions to see if we might be able to do the same for you." You can also use something like "I'd like to show you some examples of what's been working for them." Using a third party story at the beginning of a call is a great way to engage the customer in conversation.

Keep Smiling, Keep Selling!

Thanks Jim Busch

Sell Step by Step

Sales is a process. By managing the process you can increase your chances of success. Throughout my sales career I have used the following steps to sell advertisers

1. Call opening (Engage the prospect)
2. Probing (Uncover needs)
3. Paraphrase (Restate customers problem)
4. Solution (Sell the customer in principle)
5. Close (Ask for the order)
6. Handle Objections (Can occur at any point)

I will discuss these steps in detail in future blogs.

Keep Smiling, Keep Selling!

Thanks Jim Busch

The steps of a sale

My Dad was a machinist. When a machinist looks at a blueprint they plan their "order of operations." This is the sequence of procedures used to produce the finished product in the most efficient manner. There is also an order of operations for sales. Here are the steps I use when making a sales call

1. Opening--Approaching the customer and creating interest.
2. Probing--Talking to the customer about their needs and challenges
3. Paraphrase--Reiterating the customer's problems to make a solution more desirable
4. Solution--Talking to the about solving their problem
5. Close--Making a specific recommendation and asking for the order
6. Objection--Clear up any customer misunderstandings and counter their concerns*

*May occur at any point in the call

These steps form a logical progression that engage the customer, develops their need and proves the value of your recommendation. In the next few weeks I'll address each step individually.

Keep Smiling, Keep Selling!

Thanks Jim Busch