Sounds too good to be true, doesn't it? Stan Billue, a top telemarketing sales trainer in the late 80's, claimed that he had a sure fire technique that could double your sales in 90 days if you'd just follow it. So I did. And it worked!
The technique? Record your calls. Everything that you are doing right, and every area you need to improve in will be revealed to you in just a few days. And by being able to calmly listen to your qualifying/closing calls all the way through, here are just a few of points you'll hear that you may be missing:
·What your prospect's true buying motives are.
·What your prospect's objections are.
·Whether or not you listened to these and answered them.
·Whether you were listening at all.
·If you talked past the close.
·Whether you heard their objections and answered them and then confirmed your answer and asked for the order - or just kept pitching!
Everything will be there on tape and you and your manager can then go about correcting your technique and immediately improving your success on the phone. The reason this is so effective is similar to the story of an ocean going ship that leaves port just 1 degree off course. At first it's not noticeable at all, but after 3 days of sailing, it's hundreds of miles off course! The answer? Constant assessment and correction.
The same is true for your sales team. If they are practicing poor sales techniques on their calls, and no one is correcting this, then they will continue to get the same results—usually not making quotas. The sure fire way to correct for this is to constantly assess for and correct it. And the fastest, most effective way to do this is by recording their calls and having your manager or trainer go over it with them. Try it, it works!
Copyright @ 2006 Mike Brooks
Mike Brooks, Mr. Inside Sales, has been a top 20% producer for over 20 years. He works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance. Sign Up for free to the award winning FREE Ezine, "Inside Sales Secrets of the Top 20%" http://www.mrinsidesales.com/ezine.htm To read more about Mike Brooks click here. Mike Brooks, Mr. Inside Sales, offers FREE Teleseminars, FREE Closing Scripts and a FREE audio program designed to help you double your income selling over the phone. If you want to Close Business like a Top 20% producer, then learn how at: http://www.MrInsideSales.com |
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