ASK FOR THE SALE

Millions ... maybe billions of dollars collectively are bypassed every day by phone because of one simple omission: Sales/service people answering prospect and customer inquiries do not ask their callers to buy.

If you handle calls where inquirers call for information such as availability and price quotes, make it a point to always ask for the sale before you hang up. They're going to buy from someone (Why would they call otherwise?) It should be from you.

Too often I'll hear reps handle calls, burn trails through the company looking for specific information, and then provide it to the caller. The rep waits passively, then they hear,

"Oh, OK, well, I'll get back to you. It looks pretty good."

Instead, make it a habit to say, "Yes, we have that in stock. It's only $496. How many should I ship you?"

Or, if the request requires work on your part and you'll need to get back to the caller, ensure you're not working for free.

"I'll be happy to check this for you. Tell me about your project. How does this fit in?"

Get them talking about their situation. After learning more, should you even decide the work will be worth the effort, ask them, "Great, after I find this for you, assuming it's satisfactory, how many will you be getting from us?"

Then you can ask, "So, what would be satisfactory?"

Ask more often on incoming calls. You'll sell a lot more with very little effort.

QUOTE OF THE WEEK

"Our mistakes won't irreparably damage our lives unless we let them." Bertolt Brecht

Go and have your best week ever!

Art

Reprinted with permission from Art Sobczak's "TelE-Sales Hot Tips of the Week."
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