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When Less is More: How to Make Prospects Buy From You [VIDEO]

 

Don’t sell to prospects who doesn’t have any intentions of purchasing. Instead, influence them! There’s a big difference between selling to someone and making that someone buy from you.  

 

 

 

Transcript:

Do not ask, “Do you know…,” or it could open the door to “No.”

– Ciaran McGuigan, “King of Cold Calling” and a “Sales Guru”

Instead. Hasten the buying decision of your prospects and prevent slowing down their buying process.  Here’s how to make it happen.

Tip # 1

Identify the real issue why prospects don’t have interest in your product or service.

“We don’t see the need to change.”

As a sales rep, your goal is to help your prospect see the need to change by asking about their current setup. Make them realize they need it. When they say, “We don’t…”

Ask…

  • What are you using for your…?
  • How long have you been using this?
  • How is it working for you so far?
  • Do you have any issues or challenges with it?
  • Do you have a provider?
  • Do you have a contract with them?
  • How is it working with them?

Related:  How to Make Decision Makers Call Back or Reply to your Email

Tip # 2

Put yourself in your buyer’s shoes. Know who your potential buyers are and target them based on their needs. Think about their common needs and challenges (review Tip # 1) and offer a solution to their problem.

Related: Why Listening is an Important Component in Telemarketing

Tip # 3

Analyze all issues identified.

Ask yourself , “How can I help them that will make them decide to move ahead?

Identify and list down all the answers that you can think of and use these when engaging with the and provide solutions. Get back on track and go back into your sales mind. Connect with your prospects. Think of the benefits of your product that are related to their issues and say,

“We can help you with that! You see, our product can…”

 

Want more sales strategies?

Comment below for the topics that you want us to cover for our next videos

B2B Marketing Tips - Callbox Youtube Page

 

Learn more sales and marketing tips today!

Boost business revenue with the Best Lead Generation Services in Malaysia

or Dial +60 3.2772.7370

When Less is More: How to Make Prospects Buy From You [VIDEO]

 

Don’t sell to prospects who doesn’t have any intentions of purchasing. Instead, influence them! There’s a big difference between selling to someone and making that someone buy from you.  

 

 

 

Transcript:

Do not ask, “Do you know…,” or it could open the door to “No.”

– Ciaran McGuigan, “King of Cold Calling” and a “Sales Guru”

Instead. Hasten the buying decision of your prospects and prevent slowing down their buying process.  Here’s how to make it happen.

Tip # 1

Identify the real issue why prospects don’t have interest in your product or service.

“We don’t see the need to change.”

As a sales rep, your goal is to help your prospect see the need to change by asking about their current setup. Make them realize they need it. When they say, “We don’t…”

Ask…

  • What are you using for your…?
  • How long have you been using this?
  • How is it working for you so far?
  • Do you have any issues or challenges with it?
  • Do you have a provider?
  • Do you have a contract with them?
  • How is it working with them?

Related:  How to Make Decision Makers Call Back or Reply to your Email

Tip # 2

Put yourself in your buyer’s shoes. Know who your potential buyers are and target them based on their needs. Think about their common needs and challenges (review Tip # 1) and offer a solution to their problem.

Related: Why Listening is an Important Component in Telemarketing

Tip # 3

Analyze all issues identified.

Ask yourself , “How can I help them that will make them decide to move ahead?

Identify and list down all the answers that you can think of and use these when engaging with the and provide solutions. Get back on track and go back into your sales mind. Connect with your prospects. Think of the benefits of your product that are related to their issues and say,

“We can help you with that! You see, our product can…”

 

Want more sales strategies?

Comment below for the topics that you want us to cover for our next videos

B2B Marketing Tips - Callbox Youtube Page

 

Learn more sales and marketing tips today!

Boost business revenue with the Best Lead Generation Services in Malaysia

or Dial +60 3.2772.7370

5 Mistakes That Attract Sales Objection: How to Turn it into a Success!

Regardless of the size of your business, marketing and sales are the ones who generate revenue in an organization. Without these two, it’s hard to keep and build a steady flow of customers and even support the growth of a company. Any mistake within your process can make or break your business.

Sales is not as easy as calling a prospect and setting up an appointment. All the pressures that you experience in creating and implementing  your sales plan to reaching your target sometimes feel too much. Because of trying to hit all the numbers, most salespeople can’t maximize all of their resources. They pressure themselves and all they can think about is to close a sale which leads them to make simple mistakes. These simple mistakes sometimes attract objections from prospects.

Here are the 5 common mistakes salespeople make that attract objections and how to turn them into a success.

Mistake #1: Study shows that 42% of salespeople don’t have enough information before calling a prospect.

Preparation is the key to success but most sales reps find themselves calling and hoping for the best on every call. Don’t generalize your prospects. Don’t think that you can call them and expect the same scenario because every prospect has different needs. They don’t expect you to have an answer in  every question but you have to be ready, in case  they throw you out-of-the context inquiries that  might lead you to lose your credibility.

TIP:

Sales expert or not, you need to make sure you’re aware of the product and services that you’re offering. Most of the time, prospect would object because sales rep don’t appear to know what they’re offering. If you have enough knowledge you may be able to turn objections into a possible lead. How?

  • By asking questions about their current setup (What they’re using,for how long and if they have a provider, etc.)
  • Offer your product or services. Focus on what you have that can benefit them  most.

Related: 5 Steps Guide on Reaching Out To Malaysian Prospects Effectively

Mistake #2: When doing telemarketing, you must be aggressive, but in the right way,  especially when asking questions to your prospect.

Assertiveness is one of the good habits of a productive salesperson when it is done properly. It shows confidence and gives the prospect a feeling that you know what you’re talking about. Sounding natural over the phone makes them feel confident about what you’re offering.
However, becoming overly assertive, can create an aggressive tone. Being too pushy will cause prospects to brush you off instead of listening to what you can offer because they’ll feel like they’re being pressured to make a decision right away.  

TIP:

Express yourself effectively and be direct to the point. While respecting the rights and beliefs of the person you’re talking to.

Mistake #3: You were left wondering what happened. Never disregard what your prospect is saying just to get what you want.

Scenario:

Sales rep: “Hi! My name is Anna from XYZ company. I’m calling about your software. I understand you are the best person to talk to about this?”

Prospect: “Now is not  a good time to talk.”

Sales rep: “That’s okay, I understand. You see, we are a software reseller and I understand you are the best person that I can speak with who can decide on this one, am I correct? ”

Prospect: [Hangs up]

You’re only implying that you are not listening. Most people hang up when being ignored.

TIP:

  • If you’re into this situation you can say; “That’s okay. I understand. So when is the best time to give you a call back?” Then, immediately thanked the prospect and end the call gracefully

Related: Maximize Every Call: Know the Different Types of Decision Makers

Mistake #4: Being defensive means lack of confidence or a form of  insecurity

Only discuss information your prospects need to hear. If the prospect hasn’t brought it up, giving too much information leads to an uncomfortable conversation.

Scenario:

Sales rep: I’m just wondering, have you worked with XYZ company(number 1 competitor) before?

Prospect: Yes! We’ve worked with them for a year.

Sales rep: We provide better service than them. You see, they have many issues with their clients. Our services include … and you can definitely benefit on this one.

It’s okay to discuss about your competitor. However, NEVER bring other brands down. Even when prospect bring it up and mentioned something bad about them, just focus on promoting the benefits of your product or service.

TIP:

  • If the prospect mentioned something your competitor didn’t do, you can push the benefits of your product or service and offer that you can help them on that issue.
  • ask what are the concerns and the need of the prospect and offer what needs to be done to turn the situation around.

Related: The Do’s and Don’ts When Doing B2B Telesales

Mistake #5: You can use a script or you may not – either way is fine. But sounding like you’re reading a script is a turnoff to every prospect.

When a salesperson sounds like they’re reading from a script, prospects will feel like they’re talking to a robot and won’t feel bad if they hang up the phone.

TIP:

  • Use the script as your guide (In case you forget something).
  • Speak in your natural tone for the entire duration of the call.
  • Speak slowly. Know when to pause and when to stop. Don’t know how long? Around 2 counts.
  • Be conversational. Try to use conjunctions to connect your words. (NOTE: You may use fillers but minimize them)

Don’t commit any of these 5 sales mistakes that attract objections. Use these tips and turn mistakes into a success.

 

 Boost sales and revenue with proven effective lead generation process!

Dial +60 3.2772.7370

Rebound After A Horrible Sales Call from Callbox on Vimeo.

 

Don’t Know the Answers to Prospect’s Sales Questions? Fake it

Don’t Know the Answers to Prospect’s Sales Questions? Fake it

I’ve been trying to get a meeting with the CIO for 2 weeks now and was so happy when I got hold of him on the phone. The conversation is going the way I want it to be.

Suddenly, he asked “Can you explain to me in details how your product works and the process on how to install it and integrate with our system?”

I’m a salesperson who happens to know about the product I’m selling. However, the technical side of our product is the part in which I knew nothing about.

I smiled and paused for almost 5 minutes. I know he’s interested so it’s too hard for me to mess up now!

It was an awkward moment. As a sales rep, I know you’re familiar with this situation. Salespeople spend most of their time talking which means it is not impossible to  end up discussing something new to you at  times. When doing lead generation, most sales reps panic because of fear that not knowing the answer may lead to a loss of interest on the side of the prospect.

That’s true. But don’t you know that not knowing the answer could also mean “opportunity” on your end as a sales reps? How? 

Here’s what to do and how to answer prospect’s question even if you don’t know what you’re really talking about.

#1. Admit your ignorance and refer prospect to an expert

In telemarketing, being honest with your prospect is important. You’re only human. Admit you don’t know the answer and tell the truth in a creative way.

Example:

I’m not the best person to speak with regarding that. That’s actually the reason why I called. What I can do is take note of your question then I’ll have one of our Consultant give you a call to discuss this with you. (Set the date and time of the appointment)

Related:  5 Steps Guide on Reaching Out To Malaysian Prospects Effectively

#2. Take note of the prospect’s question

This is for your Consultant’s reference. So he knows what to discuss with the prospect when he called.

#3. Continue asking question

Proceed to finding more about their current setup. This way, your Consultant will have an idea about their current and can prepare what to present on a scheduled phone call. Here’s how to nurture your leads and guide them to sales funnel.


SALES LESSON

Not knowing the answer to a prospect’s question can’t be considered a problem. To somehow avoid this from happening, here are the things you need to improve before making a call.

  • More product knowledge.
  • Look for other products that your company is selling so you’ll have other options on what to sell. Don’t just focus on one product.
  • Be confident even if you don’t know the answer. This is your chance to refer the prospect to speak with your Consultant and eventually close a sale.
  • Don’t avoid the question. Acknowledge even if you don’t know the answer. Just be honest.
  • Don’t answer “Yes” with an unsure tone. You will lose your credibility.
  • You can also advise the prospect that you’ll send an email right after the call to address his questions.

If you’re prepared and your answers does lead to a sale, at least you’ll know what to do the next time you encounter a prospect asking you questions you don’t know anything about.

 

Learn more about sales and marketing

or get help in generating leads in Malaysia

Dial +60 3.2772.7370

 

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