Handling stalls
1
Your time is valuable and so is your customer’s
2
Is your customer sincere or insincere?
3
Establish a sense of urgency
4
Is this a stall . . . or a delay?
5
The first thing prospects say is what you want to hear
SKILL Handling stalls
PROBLEM
SOLUTION
A prospect makes excuses instead of a
decision to buy
Find out a prospect’s need, budget, time
frame and buying authority
Determine if the prospect is sincere
Nail down a commitment with specific
time frames and objectives
Be willing to put your cards on the table
Don’t be afraid to walk away
Prospecting
1
Investigate market segments
2
Use your field team
3
Follow your client
4
Use pre-qualified lists
5
Ask for referrals
6
Join business/non-profit groups
SKILL Prospecting
PROBLEM
SOLUTION
Developing new leads
Do your homework
Buy qualified lists
Join groups and network
Build a client base and follow it
Ask for referrals
Listening for Buying Signals
1
Take careful notes
2
Be flexible in your presentation
3
Don’t overlook clear buying signals
4
Use summary statements to highlight areas in which
you agree
5
Distinguish between “buying signals” and “closing
signals”
6
Watch for non-verbal buying signals
SKILL Listening for Buying Signals
PROBLEM
SOLUTION
Missing your prospects’ buying signals
Listen for verbal buying signals
Discover your prospect’s individual needs
Watch for non-verbal buying signals
Interpret the customer’s red, yellow or
green signals
Differentiate buying signals from closing
signals
Use trial closes to move from buying
signals to the sale
Overcoming Doubts
1
2
3
Before meeting . . .
Know your product
Know their business
Practice your presentation
1
2
3
During the meeting . . .
Treat doubts respectfully
Be brief in response
Admit ignorance
1
2
3
After the meeting . . .
Find needed answers and communicate quickly
Take the long view
Pass it on
SKILL Overcoming Doubts
PROBLEM
SOLUTION
The road to a sale is blocked by the
prospect’s doubts
Consider doubts an opportunity to display
your skills
Know your product
Know your customer
Tailor your presentation to include the
right amount of data
Train by mentoring
Getting Past Voice Mail
1
Determine exactly what you want to accomplish
2
Make your message concise and to the point
3
Insert a customer benefit into the message
4
Differentiate your message
5
Utilize such other communication tools as faxes,
e-mail and letters
6
Try to find another contact
7
Call early or late, and vary your calling times
8
Use humor in your voice mail
9
Don’t give up
SKILL Getting Past Voice Mail
PROBLEM
SOLUTION
How to utilize voice mail to your
advantage
Know what you want to accomplish
Leave a clear message
Include benefits you offer
Entice the prospect to call you back
Link you voice mail to e-mail, fax and
snail mail
Incorporate humor into your voice mail