销售密笈.ppt

* Telesellers have a worse reputation than salespeople. If buyers hold salespeople in low opinion, just poll the same buyers and ask them what they think of telesellers.” Telesellers have a poor reputation. Telesellers, whether responsible for outbound or inbound calls, say that one of their top selling difficulties is immediate buyer rejection. The problem is so bad that less than 10 percent of their phone calls result in a sale?most say their success rate is under 2 percent. Why do many sellers of complex products and services think they can bludgeon their prospects into buying? Why does management expend so much sales training money on motivational programs which are analogous to throwing jello on the wall and hoping that some of it will stick? Buying is a process. So is selling. Unless sales people know how buyers buy, how they become curious, how they gain hope, the concept of incremental interest, they are unlikely to close many phone sales. Thats too bad, because teleselling is a low-cost sales method. Why not invest in right teleselling strategies and tactics? When your telesellers pick up that phone, would it help if that prospect listened and developed a curiosity about how one of their peers has solved a problem? And responded with tell me more! All within twenty seconds? Would that be better than what you do today? Since I attended a Solution Selling workshop, 30 percent of my cold call attempts result in appointments and I close over 80 percent of them. Now I appreciate teleselling and my sales productivity has increased significantly. * Buyers believe-or say they believe-many products and services are alike. Why should I buy? I can get the same thing cheaper from your competitor. Drop your price and I might look at it. Only perceived difference distinguishes one seller and one product from another salesperson and another product. If your business does not stand out from its competition, if your products and services look and sound like your competitors