TELESALES SECRETS: A Guide To Selling On The Phone by Claes Simonsen

Author:Claes Simonsen [Simonsen, Claes]
Language: eng
Format: epub
ISBN: 9788292944134
Publisher: Acanexus Publishing
Published: 2014-02-26T23:00:00+00:00

However, you do need eight “yes” responses from the customer if you actually ask eight trial close questions. A “no” from the client is obviously not a good thing here.

What you want to do is work on your sales script and pitch so that your trial close questions lead gently into an order form. If John is ordering printers from you, he obviously must provide you with his address, company details, the color of the printers he wants to order and so on and so forth. Unless you are 100% sure the lead is ready to scream “Gimmie, gimmie, gimmie now” then don’t start your closing phase by asking “So, you wanna buy or not?” Simply start processing the order. When you feel pretty certain the lead is interested in buying, start tying him down by phrases that confirm the order, such as “OK, John, what I’ll do is give a quick call to the warehouse, just to make sure these items are all in stock so I can get them out to you by Friday.”

Just to illustrate the process:

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