The JF Guest Author Spot
I don't have to tell you that times are hard for companies these days.
And that means hard on you, the sales rep, too. Now when companies tell
you that they don't have the budget; you really believe them, don't you?
Well not the Top 20%.
Top 20% producers are still making 80% of the sales because they know how
to adapt in a changing market like the one we're in today. They also know
that companies are still buying their products and services, and what they
are doing is adjusting how they sell so they can be more efficient with
their time and energy. And one of their top priories these days is
improving their phone skills.
Whether you only prospect and set appointments by phone, or if your entire
sales cycle is conducted by phone, learning to use the phone more
effectively is going to be crucial to your success in today's economic
Here are 5 Secrets of Top 20% producers and 5 critical phone skills you
need to master today:
Secret #1: Use the phone to disqualify prospects rather than qualify
them. With gas prices around $5 a gallon, the last thing you want to do
is set a bunch of unqualified or so/so appointments and then spend your
time, energy, and gas running around accomplishing nothing.
So do what the Top 20% do: when they get an answer that gives them that
feeling in their gut (what I call a Red Flag), stop and qualify it! Ask
the tough questions. For example, if your prospect says you can drop
something off if you wish, ask:
"I'd be happy to. And let me ask you, after you see the information, when
are you planning to make a decision on it?"
"I'd be happy to. What do you need to see in it to move forward and put
my company to work for you?"
Don't be afraid to throw away the non-buyers! Remember: Leads never get
Secret #2: Be prepared with solid scripts to handle the common brush offs
you get - especially the, "We don't have the budget now." When you get
this, you should reply with:
"I completely understand. Like most companies, I know you don't have
extra money to throw around these days. But I also know that you still
need to advertise your business and drive customers in the door.
________, let me ask you - if I could show you how advertising just $1,000
with us this month could bring you back $2,000 or more in business, isn't
that something you should know more about?"
(Adapt this script to fit your product or service)
Secret #3: When closing, learn how to cut through smokescreen objections
and find out what is really holding your prospect back - and whether they
are ever going to be a deal or not!
To do this, start questioning and isolating objections rather than
answering them. If your prospect says: "The price is too high," say:
"I can understand that. Let me ask you - if the price were right where
you wanted to spend, is this something you would go ahead and order from
Any answer other than yes means that this is just a smokescreen and
answering it will get you nowhere.
To read Secrets #4 and #5, go here:
If you found this article helpful, then you will love Mike's new book:
"The REAL Secrets of the Top 20% - How To Double Your Income Selling Over
the Phone." You can read about this by clicking here or simply click on the book below:
Mike Brooks, Mr. Inside Sales, offers FREE Closing Scripts, and a FREE
audio program designed to help you double your income selling over the
phone. He works with business owners and inside sales reps nationwide
teaching them the skills, strategies and techniques of top 20%
performance. If you want to Close Business like a Top Closer, then learn
how at: Mr Inside Sales.com
How to Double Your Business in 90 Days
7/8/08 11:30am EASTERN TIME
Presented by Cheryl Clausen
Get Inside Your Prospect's Head
7/9/08 11:30am EASTERN TIME
Presented by Craig James
Cold Calling Success
Topic: Sales - Telesales
7/9/08 4:00pm EASTERN TIME
Presented by Mike Brooks
To view full details, simply click on the banner below.
Drew Stevens posted an interesting piece last week "Finding New Business In Obvious Places" - I think you will enjoy it.
I think you will also appreciate this from Keith Rosen -"Cold Calling Academy: #1 Shift from Gatekeeper to Concierge"
Tomorrow: "Attitude, That Small Thing That Makes Such A Big Difference"
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