Selling With Shazam!
Your company's success largely depends on your ability to market your products and/or services, and then to sell them. I recently adjusted my sales strategy, and started making several telephone calls to current and prospective clients, and I confirmed my belief - it works!
Whether your Sales Team uses telemarketing in their strategy or not, I think that the following tips can help your company sell more, no matter what method your Sales Team uses:
1. It takes a professional to excel in sales!
Selling is not for amateurs. In our book, "Building The Dream Workforce," John Scriven and I only devote 10 pages to the sales process. The selling process is simple - but it's not easy. Several companies have failed to succeed - not because they didn't have a great product or service - but because they did not know how to sell it. Make sure that your Sales Team - and everyone else in your company - understands the importance of the role that they play.
2. Set goals!
Since I started my new telemarketing effort, I have a sheet of paper next to my computer at all times. I track every one of my calls, and depending on what else I have to accomplish each day, I set a daily target for the number of calls that I want to make. When I don't reach that goal, I feel as if I have wasted the day.
3. Selling can be fun!
I used to find every excuse in the book to stop me from picking up the phone and making a sales call. Nobody likes rejection, especially me! Since I started spending more time selling my products and services on the phone, I have made a surprising discovery. Selling can be fun! It's like a game to me, as I figure out what works and what does not work. By keeping good records, I have learned when it's best to call (Mondays, mornings) and when it's not (Fridays). However, that doesn't mean I only make calls on Mondays, or only in the morning. I've made some great contacts on every day of the week - even Friday!
4. Persistence is the key!
The last thing I want to do is to "bug" my prospective clients. However, especially with telemarketing, it often takes several attempts just to talk to a prospect. Sales manuals tell us that you will need at least 7 attempts before you actually contact 70% of the people you are calling. That's the average - some take more than that! You might expect that people would complain when I leave several messages. Quite the contrary. Over and over again, when I finally talk to someone after several attempts, they thank me for my persistence. Most of your prospects understand the sales process, and appreciate the effort you took in reaching them. And remember, 7 attempts is just the average - some will take less, and many will take more.
5. Should you leave a message?
Absolutely! But here's the key - make the message different every time. Eventually, your prospect will find something that causes them to return your call - or maybe even stop "pretending that they're not in," and take the call when you actually make it. Of course, it takes more than just making the call "different." Give your prospect a reason to call you back.
6. Ask questions - and listen to the answers!
It's not about what you are selling - it's about what your prospect needs. When I started in sales when I graduated from college (In spite of the fact that my degree was in accounting!), my friends told me that I would be good at it. I had "the gift of gab." They told me I could sell sand by a desert, or water by a lake. Unfortunately, it took a few months in the "real" world to discover that selling is about asking questions, and then listening! A professional sales person is a consultant, helping their clients and prospects find a solution to their problems.
Needless to say, when it comes to the art of selling, I've only scratched the surface. Hopefully, these 6 tips will move your Sales Team (even if it’s just you!) in the right direction.
© 2004, Mark Mayberry
Mark Mayberry is an international speaker, author, and consultant. Mark wants your input about his newsletter!
Please write him at: The Mayberry Group, 6015 Twinpoint Way, Woodstock, Georgia 30189. You can call Mark at (800) 394-6138, or send Mark an E-Mail. (Mark@Markmayberry.com) Visit Mark’s website at www.MarkMayberry.com!
