If you’re a sales rep, you know how challenging it can be making a sales presentation and overcome customer objections to a customer who calls in for problems with their bill or if you outsource, your customer gets upset because you called just as they’re walking in the door or sitting down for dinner.
It’s especially challenging when the boss is expecting you to meet your daily sales goal and your wage is based on commission. When I worked at an outsourcing call center, it was those challenges that were the main reason why the sales reps there didn’t last very long.
In today’s post, I’m going to share some coaching tips so if you’re finding it a little challenging closing your sales presentation, these might come in handy.
Your Sales Presentation
Have a confident tone and know your product or service.
If you handle customer concerns as well, handle their issue first, then transition to your sales presentation.
Listen to your customer and write down any clues he or she may leave. For example, if you’re selling wireless service, your customer may be calling about their bill being so high. This is a great clue that they need unlimited plans.
Ask fact-finding questions that will give you an idea of what services they can use.
When making a sales presentation, include the clue you picked up on….”When you told me your bills were high because of over usage, I knew an unlimited plan would benefit you…”
Do not use negative words in your sales pitch…”You wouldn’t be interested …”
Close the sale effectively: “let’s go ahead and upgrade you to an unlimited plan to start saving you money, ok?”
Overcoming Objections
Unless your boss has another requirement for overcoming objections, remember this; no, no let it go.
If the customer says no to your initial sales pitch, do a little more searching for clues and use that information to try your sales pitch again.
If the customer is still not interested, trade down to the next best product or service, and close the sale.
After you let it go, see if you can follow up with the customer the following month, this gives you a better chance at making a sale and meeting your monthly sales goal.
Cover All Bases
When you make the sale and recap the transaction at the end of your call, it’s important to go over everything that occurred between you and the customer better known as recapping. Make sure he or she knows exactly what they’re getting, if there’s a fee for upgrading or changing service, the new monthly rate if it changes, any money-back guarantees, promotions, or rebate information, etc. You work so hard for your sales, don’t miss anything that may result in buyer’s remorse and a charge-back for you.
I hope these coaching tips help. If you know anyone who’s in sales, share this with them. If you’d like more information or coaching tips, feel free to contact me and I’ll be glad to help out any way I can.
Posted in 
Tags: 
Very good tips indeed Cori!
My Dad was a salesman and everyone encouraged me to follow in his footsteps because of my bubbly personality. I personally couldn’t see myself selling anything. Back in those days you joined a company and of course sold their product whether you thought they were great or not. I couldn’t do that and felt uncomfortable with the whole process.
Now I come online and it’s really all about selling too. Now a lot of people will shun at that and say no way but you’re selling yourself aren’t you? You’re making that presentation to all these people about how you can help them right!
We’re all salesmen in our own way whether we like it or not.
Great post and enjoy your weekend.
~Adrienne
Very good advice Corina, I didn’t know you were in sales before. We all have to be like Adrienne says, whether or not we do like it. I think if you like people of all kinds you will like selling. I find it’s helping people with their needs. A co-worker of mine once said “I hate taking their money,
” and I say “you are helping them grown their business.”
It’s a mindset too.
Hi Adrienne,
Hope you’re enjoying your weekend and taking advantage of the beautiful weather we’ve been having.
Selling isn’t for everyone that’s for sure. When I first started working for AT&T I had no sales experience. Their sales training program certainly does mold you into a selling machine. Even training for a Manager’s position developed a lot of skills for me and it’s what helped me get into the online business, I already had the thick skin so I can handle rejection
I agree with you totally, we are selling ourselves and our business, otherwise how will people get to our site. We can’t just post a link and not include a pitch that will entice someone to click, you gotta sell the link.
Thanks for stopping by and sharing your thoughts. Glad you enjoyed the post. Enjoy the rest of the weekend.
Hey Lisa,
I’m glad you enjoyed the post. I started out as a sales service rep for AT&T. I was telling Adrienne they have an awesome training curriculum. Even the one I took for a management position develops skills and like you and Adrienne said, we need selling skills to sell our business.
I was like your friend, I would have making a sales pitch to our senior customers but I had to overcome that and when I became a manager and my rep had the same issue I told him or her not to prejudge the customer, a totally different mindset. I think as long as a sales rep is selling with integrity based on customer’s needs, they shouldn’t feel bad, it just means they’re a good sales rep.
Thanks for stopping by and taking time to share your thoughts. Enjoy the rest of your weekend
Wonderful advice Corina!
To be very honest, I’ve no idea whatsoever about sales because everyone in our family is from the service background or into various professional jobs – so this was surely an informative post and interesting to go through for me.
Thanks for sharing.
Hello Harleena,
Thanks so much for stopping by. I’m more of a customer service person myself. I did the sales thing because it was my job and I don’t like to fail so I embraced it but I won’t go back. I still get offers for rep and sales manager positions but I remember the stress that came with it and I politely pass
I do credit it for the skills I’ve developed, it prepared me for the online business part of my site like marketing and promotion
Thank you for sharing your thoughts. I hope you’re having a great day.