Most organizations are dependent on their sales teams for bring in the revenue, so for money to come in, the company should make sure that the sales team is properly trained to get their job done. It is sad that so many potential leads die within moments because of ill trained sales persons. Who tend to say the wrong thing. What they need to do is add value, build rapport and bring the sales lead closer to the sale Here are few tips for training your sales team in the right way to align with your marketing strategies.
One should not think that Lead is a Sale
Most of the time, the customer is not ready to move so fast. When they make phone call its just a basic inquiry and they are calling to make the purchase. Instead of rushing it find out why they are making the query and resolve their need. This helps to build rapport and they don’t feel that you are making a sales pitch.
Don’t begin by asking them to buy.
If a customer hears you start the conversation by asking them to buy, the chances are that they will not. They want to talk to you about the product and they don’t want to hear a sales pitch. This sales lead could become very cold, if you tackle them very fast. Answer the questions that called to e clarified first before you move to the sale. Perhaps they will be willing to purchase once their doubts are clarified.
Try to read between the lines
When a prospective customer comes to you with an inquiry through your marketing strategies and efforts, try to assess what they are really trying to say and you will be able to avoid offending them and also save a potential sale. They may be trying to tell you that do not like a competitors’ product, without saying it directly to you. This is juts the opening where you should talk about your brand benefits instead of asking them to buy outright.
Do not begin with closing statement
Never try to make a quick sale but on the contrary let them take the time to get there. Most salespersons tend to begin their sales with a closing line and this a big gaffe or mistake. The answer will be a no-no to the process. The potential buyer will only become alienated and waste your marketing strategies and efforts. One must never think of the first call as a sales opportunity and it is only leading dialogue that will lead to to further conversations and a sale.
Monitor the process
Paying close attention as to how you and your sales persons follow up with good marketing leads so the potential customer’s trail does not go cold in the first few minutes itself, learning how to build a long term relationship with prospects irrespective of the potential sale will bring in loyal customers. All said and done, , if you do your job right, the sale is bound to happen automatically, in time.
When following lead sales persons should not assume that the prospect is going to buy outright. Following the sales promotion and sales lead carefully, handling gently and giving the right answers to queries resolving doubts and understanding the customers need will most likely end up in a sale.