More Quick Sales Tips - Sales Techniques - SJS Productions Inc.

Have excellent answers to questions. In fact, have several versions: For Type A personalities who need quick answers, be ready with one word answers, ten second answers and thirty second answers. You always sound confident with short answers. For your analytical types that need more detail, prepare a two or three minute version, which then becomes an informal presentation.
All answers must be crafted word by word and tested over time to ensure that your meaning is clear, and that your answer moves the conversation forward.
If you know of some questions you are likely to be asked, don't wait. Be proactive with them.
After answering a question, verify that the person was happy with the answer. As well, sometimes your answer is so interesting that it sparks other questions, and you need to get those out in the open too. Your worst nightmare is someone thinking of a question but not asking it. Remember, people have to UNDERSTAND and RELATE to what you're saying in order to act.

Do not call a person back who said they were not interested unless it was just a timing issue (they are busy with year end or deadlines etc.) If timing is the reason, obtain permission to call back and if they want you to call them within a month or two, set a date and time. When you do call back at the suggested time, mention that you are calling as they requested.
If you are calling a large company, you may wish to call someone else in the organization, but be careful if the person reports directly to the person who just told you they were not interested. If the person who is not interested is a decision maker, you may wish to wait until they leave that position or the company and then call back. Patience like that has been known to pay handsomely.
If someone simply tells you they are not interested, that may simply be an objection for which you need a better prepared (and tested) response. You may also need to adjust your opening line so that you hit the Greed Glands (and not mention that you care calling to introduce a product or service). If someone tells you twice that they are not interested, politely end the call.

To capture people's attention you have to express your offering not in terms of what it is but why someone would buy it. (That's the sizzle).

Step 1: Identify and prioritize the top issues your audience is concerned with.
Step 2: Articulate exactly how you help your audience solve those issues.
Step 3: Make note of the mind-set of your audience.
Step 4: Articulate how your offerings appeal to the mindset of your audience.
Step 5: Combine your answers from steps 2 and 4 into a single sentence.
Step 6: Test your sizzle by answering the following question: Do your prospects or customers wake up in the morning saying, "I need ... (insert the answer from step 5). If you come up with a negative conclusion to that question, keep digging until the answer is YES!

Contrary to popular belief, referrals do not guarantee an appointment. Handle with respect.
When someone gives you a name to call, all you have is a lead. But when someone gives you permission to use their name, you have a referral. That means that someone's reputation is at stake and you have an unspoken obligation to uphold that reputation. A positive first impression will keep those referrals coming.
Keep a record of who referred you to whom and when.
To add a sense of importance and urgency to your call, introduce the person who referred you by saying, "(name of referral) urged me to call you becauseŠ"
Speak slowly so that you get heard and taken seriously.

Stop playing! Phone tag is bad customer service, and it's the biggest killer of deals. Find out what time your customer usually arrives in the morning and call at that time. Plan B: Send an e-mail suggesting a time you will call and have the customer hit the reply button to confirm.
If a customer calls you and leaves a message, should you call them back and not reach them, leave a message stating that you returned their call and tell the person what time you will call them back. Remember to follow through!
Preventative measure: If you need to speak with your customer again after a meeting or conversation, book that next conversation at the end of your meeting or call. When booking a face-to-face meeting or a conference call always book the day and time and then confirm by e-mail (or call the assistant) the day before.

Believe in what you're offering: Once you have extensive knowledge of your products and services, reflect on how they enhance the quality of life for your customers.
Identify a specific issue your customers are dealing with, and then focus on how your offering will remedy that issue. Be able to articulate this clearly to yourself (this will also help you articulate your sizzle to customers). This requires extensive knowledge of customer issues and taking the time to focus.

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