How To Use The Telephone To Find The Right Person And Make The Sale

Written by Ron Sathoff and Kevin Nunley

The telephone is probablyrepparttar most personal and powerful selling tool ever invented. You can reach almost anyone anywhere inrepparttar 127490 world in a matter of seconds. You can be helpful, personable, and immediately respond to questions, concerns, and needs.

It is no wonder that telephone selling is atrepparttar 127491 heart of business. In many industries and with a big percentage of customers, you can't closerepparttar 127492 deal without a phone call.

But what happens when you can't get pastrepparttar 127493 secretary to talk withrepparttar 127494 woman who writesrepparttar 127495 checks? Or even afterrepparttar 127496 second and third try you are still getting their voice mail?

Here are some easy ways to get through torepparttar 127497 right person and makerepparttar 127498 sale:

1. If you are not sure who hasrepparttar 127499 authority to place an order, make several calls. Callrepparttar 127500 management suite. Call purchasing. Have yourself transferred to someone in accounting. Start your question with "Who handles..." Listen closely. You will quickly get a feel for howrepparttar 127501 organization operates and who is in charge ofrepparttar 127502 area you are interested in.

The last thing you want to do is waste time having multiple phone conversations with someone who can't approverepparttar 127503 purchase. Taking time to find out who writesrepparttar 127504 checks and how to get through to them can increase your success fast.

2. Write down a short list of points you want to cover in your conversation. You don't need to memorize it. Just keep it in front of you.

Asrepparttar 127505 conversation progresses, you can use your "talking points" to keeprepparttar 127506 discussion on track and moving toward your goal.

3. Ask questions. The person who is askingrepparttar 127507 questions controlsrepparttar 127508 conversation. Listen forrepparttar 127509 prospect to answer, then repeat their answer back to them.

Say, "If I'm hearing you correctly, you need......and you're concerned about... Let me answer those concerns."

In most cases, once you satisfy their concerns, people place an order.

Remember High Tech can equal High Touch

Written by Doug Curfman

Do you rememberrepparttar commercial whererepparttar 127489 sales manager handed out airline tickets becauserepparttar 127490 sales staff was loosing touch with their customers? That impactful commercial typifiesrepparttar 127491 fear many corporate executives have when approachingrepparttar 127492 natural extension of e-business. I believe high tech equals high touch. Here are some essential concerns to keep in mind when approaching e-business. These questions can help you focus your electronic growth so that you will humanize your e-business strategies.

1.)Today, how do you communicate on a daily with your customers? Look at your current business model and consider how you take orders. By building an online order taking process, you can offer your customersrepparttar 127493 best of both worlds with traditional and online ordering. This online extension of order taking will save your customers time and create good will toward your company. Technology can extend order taking by linking with your existing inventory control and accounting systems therefore streamlining your processes. The streamlining will reduce your customers' paperwork and cost per transaction as well as making it easier to interact with your company.

2.)What arerepparttar 127494 repeat questions your customers ask? A simple, focused web presence can head off those repetitive questions from potential customers. Yes, your are right in that you can turn face-to-face questions into a sale. You need to remember today's customers are using email andrepparttar 127495 Internet to scout potential vendors. Today buyers do their research before picking uprepparttar 127496 telephone. Online FAQ's will providerepparttar 127497 background they are seeking so they are more informed when they contact you. This gives your sales associates an advantage. They can turn that potential call into a personal, human interaction if sales associates do not have to repeat FAQ's.

3.)How many of your customers are online and actively using e-mail? Ignore your customers and they will go away. This common phrase is a lesson in how not treat your customers. A recent study by Jupiter communications revealed that 42 percent of companies tested didn't respond to relevant email inquiries and took more than five days. If your customers are using email (and they are) then you must be ready to respond. Consider your business model. Who responds to customer inquiry? How will you handle email requests? How will they be delivered? Should you outsource? How will you track? Can you capture email for future marketing purposes?

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