Fri 26 Jun 2009
What you say during a call or meeting with a potential customer ultimately determines your chances of closing the deal. It's not always natural for most of us to sell. But if you run a company or work in sales or marketing, you need to have many phrases at the ready to combat the objections and resistance you may encounter. You can read some tips on overcoming price resistance in this blog.
This week, one of our MailerMailer clients, Give More Media, just released a wonderful little free ebook that will help you find just the right words to use in different sales situations.
This fast-reading guide includes a checklist to help you prepare yourself prior to the call or meeting. Plus, it provides 30 sample open-ended questions that are designed to get your prospect talking - something you definitely want to do because you close more sales if they talk, not you.
Here are two excerpts of sample dialogs from this ebook that I really love:
WHEN THE PROSPECT PERCEIVES IT IS SAFER TO DO NOTHING:
"The exciting part of this [solution/ program] is not only the additional immediate revenue you'll likely generate, but also the added referrals that become possible as a result-- in addition to the competitive barriers you'll create by getting the primary customer relationship going now."
TO CREATE A SENSE OF URGENCY:
"It seems like a great fit to what you're trying to accomplish, and I'm fairly confident we'll have the inventory available, but we can only guarantee it [today/ this week/ this month]. What concerns do you have about moving forward now?"
If you are new to sales or need a little inspiration to help close a deal, Be Sales Ready is pure gold.