Identifying Problems & Turning Them into New Business
What kind of problems do we mean? Examples include; high turnover of staff, layoffs, declining earnings, falling sales, short and long term demographic, competitive and social trends which effect an industry or niche market. You must research for facts that you can use in order to attract the attention of your prospects. Problems in the form of information reports serve as door openers if you can provide an intelligent solution through your products or services.
Make problems visible to your prospects to get them to give you an appointment. Read on to find out how to make the best sales call and presentation to convert the lead to a sale.
Get Your Sales Process Right: Write it Down
Don’t let your sales staff call or write a prospect for an appointment or deliver a sales presentation without the benefit of a standardized outline or script. An outline usually works best for guiding a sales presentation; while a fully written script is ideal for phone calls. The sales script is complete with the exception of blank spaces for the insertion of prospect-specific information.
These methods are the most effective way to ensure a consistent message, orderly arrangement of facts and complete progression through the key steps of the selling process. It provides a common path for each salesperson to follow so that your company’s message is sure to be delivered in a consistent manner. It also serves as a memory aid so that the salesperson does not close the presentation before addressing each element.
Because the initial call to the prospect is brief, it must efficiently contain the proven elements that are necessary to result in an appointment. The first impression is critical. It is not a time to be talkative, to leave out crucial information or end the call abruptly. In addition to stating your company’s name, the caller must convey the company’s specialty and its unique promise. A successful script includes a need/problem that your prospect may have and that your company would like to solve. If possible, quantify the result of each script after it is used so that you can work to improve it where gaps are identified.
When asking for an appointment, state how much time you think it will take and offer specific dates/times. Confirm the meeting location and restate the date/time. Throughout the call, make sure a friendly tone is maintained, the prospect’s name is used at least twice, the prospect is given time to answer, and the call always ends in “thank you”. The same philosophy and elements apply when a letter is sent to a prospect prior to the call for an appointment.
A fine-tuned sales presentation outline continues the same consistent message that was in the appointment script and contains seven major steps. You can get your copy of the 7 Steps FREE by clicking the button below!