During a training event at a call center a new sales person asked when do I start the sales process?
I explained the sales process starts the moment you pick up the phone with your greeting. And within in the first 15 seconds you don't have to do anything accept allow the caller to tell you what they are interested in, if you give them a chance. Thus a well placed question such as, "how can I help you today?" generally sets the stage for the entire conversation.
Often sales people try too hard to be clever and start selling before the know why the person is calling. Time after time I hear rookies launching into a diatribe about their product even before they have asked the simple question, "how can I assist you today?"
The two sales principals of starting where the customer is at and clarifying their interest through well placed questions are the fastest ways to help you and the customer achieve your respective goals.
Selling is a process, if you understand it, things go much smoother!
Copyright © 2014 Dave Neal
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