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Asking The Right Questions By asking questions that solicit a response from your prospect you will get an idea of what is going on inside the prospects mind. This is the time to ask a question like: Does that make sense to you? How does that sound? Are you with me so far? If you are answering a question or concern you should ask a question that verifies that you have handled their objection, such as... By asking the right questions and letting yours ears become your eyes you will find your closing ratio on the phone will increase and so will your sales. Article: One disadvantage of selling by telephone is the lack of face to face contact. When you are sitting with a prospect it is much easier to read there body language. You can see the look on their face when they are confused close at hand something you said. You can see the delight when you hit a hot brad for them. You can read the shifts in their body as they respond to your every word. All of this non verbal rapping is missing when you are selling by phone. Selling over the phone puts you at a huge disadvantage because numerous studies have shown that 55% of what we communicate is non verbal. This technique will give you back that vantage ground you might have lost. Asking The Right Questions By requisition questions that solicit a response from your prospect you will get an idea of what is going on inside the prospects mind. Normally these questions are asked during your presentation or while linguistic objections. Let's say you are describing how your product or service will the prospect and you haven't gotten any kind of verbal response from them. This is the time to ask a question like: Does that make sense to you? How does that sound? Are you with me so far? If you are tantamount a question or concern you should ask a question that verifies that you have handled their objection, such as... Does that overthrow your question? What you are looking for is feedback from them so you can see what they are thinking and so you know how to proceed. Let Your Ears open into Your Eyes In any sales situation it is important to listen with care to responses to your presentation and to your questions. When you ask a question, shut up. The first person, who speaks, looses. You have two ears and one mouth; you should listen twice as much as you speak. Listen for two things. First what they say. When you get a response listen very with great care to the words they use and analyze and question them until you are disentangle what they are saying. Second, listen to how they say it or the tone of their voice. nigh 84% of what we adhere via the telephone is through the tone of our voice. If they answer a question one way, however the tone of their voice indicates something else. Stop and question further to get clarification until moving forward. Say something like... It sounds like you still have a concern? This will show them that you are indeed paying benignity and will get them to further untangle their position. If you get a very positive response with an I'm with you tone in their voice, you have a purchasing power signal and should move forward with confidence. By dispute the right questions and letting yours ears switch over your eyes you will find your solemnization ratio on the phone will increase and so will your sales.
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More Articles:1. Artists, Freelancers, SubContractors, & Creative Folks: Dealing With A Bad Client By Kirstin Carey Summary: It's a question I get asked frequently, so rather than write an entire article, I decided just to tell you exactly what I told her.Kirstin --Do you have a graceful exit strategy for those situations when you are face-to- face and realize that, for whatever reason, you do NOT want to work with this prospect? Article: A encumbrance with a creative named me one day and asked the following question. It's a question I get asked frequently… 2. Loan Officers: The $41,600 Reason Why Your Closing Ratio Matters Summary: They both also average about $800 per closing. Now Loan Officer A is a better closer than Loan Officer B, but only slightly better. So out of those prospects, Loan Officer A closes 3 of them, and Loan Officer B closes just 2. However, that 4% allowed Loan Officer A to close one more loan that Loan Officer B, and at an average transaction commission of $800, that 4% will cause a difference in gross income of....get this: Over $40,000! Art… 3. Underselling - The Secret Bonus Summary:So you've got a product and you want to sell it to people viathe internet. You are one unhappy customer, you arehardly likely to tell your friends that it was a good thing tobuy, you're unlikely to buy again from that supplier and you mayeven return the product for a refund. Here, your secretbonus can come to the rescue, restoring the balance bycancelling out the nasty bit, and drawing your customer to focuson the advantages of your produ… 4. Selling To Your Difficult Person Summary:We all have people whom we find difficult. But, the truth is, if you find someone difficult, for sure they will find you just as difficult. They need to be thorough to be right.By taking the time to analyze just which customers and prospective clients give you trouble, which you find difficult, you will be prepared for them the next time you want to sell to them. Then, when you recognize one of your difficult prospects, take a deep breath… |