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?”
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.