Comments on: Telesales Urban Myth #2: – You’re Quite Chatty, You Should Be In Sales! http://www.telesalesmagic.com/prospecting/telesales-urban-myth-2-you%e2%80%99re-quite-chatty-you-should-be-in-sales/ Telesales & Cold Calling Tips for Business Phone Sales & Telemarketing Training. Achieve Successful Telephone Selling & Boost YOUR Sales! Thu, 29 Jul 2010 04:01:58 -0600 http://wordpress.org/?v=2.8.6 hourly 1 By: Sheriel http://www.telesalesmagic.com/prospecting/telesales-urban-myth-2-you%e2%80%99re-quite-chatty-you-should-be-in-sales/comment-page-1/#comment-39 Sheriel Wed, 03 Jun 2009 14:46:08 +0000 http://www.telesalesmagic.com/?p=260#comment-39 I agree!!! Asking for feedback will help close more sales. We've all had this happen with a new sales prospect. You’re thinking “This is it, I’ve got him!” You have called your sales prospect, and the dialogue is going great. His attitude is positive – he likes your services – you have lots in common with him. You feel a palpable connection between the two of you, a strong sixth sense that this meeting will result in you closing the sale. As time goes on, you stay in touch, calling periodically. Before long, it hits you that your sales prospect is just leading you down a path of non-commitment. So this is really important. I agree!!! Asking for feedback will help close more sales. We’ve all had this happen with a new sales prospect. You’re thinking “This is it, I’ve got him!” You have called your sales prospect, and the dialogue is going great. His attitude is positive – he likes your services – you have lots in common with him. You feel a palpable connection between the two of you, a strong sixth sense that this meeting will result in you closing the sale. As time goes on, you stay in touch, calling periodically. Before long, it hits you that your sales prospect is just leading you down a path of non-commitment. So this is really important.

]]> By: Sales Management http://www.telesalesmagic.com/prospecting/telesales-urban-myth-2-you%e2%80%99re-quite-chatty-you-should-be-in-sales/comment-page-1/#comment-38 Sales Management Wed, 03 Jun 2009 14:16:53 +0000 http://www.telesalesmagic.com/?p=260#comment-38 Your most powerful sales tool is the Question. Salespeople who master the art of questioning become masters at selling. Effective questioning is a critical selling skill for several reasons. First, our recent research shows that there is a direct correlation between the success of a sales call and the type of questions that the salesperson uses. On average, failed sales calls include 86% more close-ended questions than open-ended questions. Successful Sales Calls Have 25% More Open-Ended Questions. Second, your questions help customers make their first key buying decision, which is whether to buy you, the salesperson. Questions build rapport and demonstrate your interest in the customer. They uncover information about the customer's needs, who to call on, the decision-making time-frame, your competition and how the customer will make a decision. When you ask the "best" questions, customers will view you as a consultant with their best interests in mind. Third, questions help you manage the sales call. You can control the conversation and differentiate yourself from competitors by being the best listener. But merely asking questions isn't enough. You need to ask "The Best Questions." For example, asking questions that draw out needs for your product's strengths can position you as the best or only solution for the customer's needs. To Your Success Your most powerful sales tool is the Question. Salespeople who master the art of questioning become masters at selling.

Effective questioning is a critical selling skill for several reasons. First, our recent research shows that there is a direct correlation between the success of a sales call and the type of questions that the salesperson uses. On average, failed sales calls include 86% more close-ended questions than open-ended questions.

Successful Sales Calls Have 25% More Open-Ended Questions.

Second, your questions help customers make their first key buying decision, which is whether to buy you, the salesperson. Questions build rapport and demonstrate your interest in the customer. They uncover information about the customer’s needs, who to call on, the decision-making time-frame, your competition and how the customer will make a decision. When you ask the “best” questions, customers will view you as a consultant with their best interests in mind.

Third, questions help you manage the sales call. You can control the conversation and differentiate yourself from competitors by being the best listener.

But merely asking questions isn’t enough. You need to ask “The Best Questions.” For example, asking questions that draw out needs for your product’s strengths can position you as the best or only solution for the customer’s needs.

To Your Success

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