Direct Marketing - How to Close an Incoming Sales Call
Saturday, November 23, 2013
An incoming sales call is usually a welcome surprise. You do not have to fret too much about whether the customer will be interested in what you have to sell; he called you, so he is clearly interested in product or service. Something as seemingly minor as how to close the call could have a significant effect on the end result.
1
Ask the prospective customer, as you are finishing the sales call, to talk about any final issues or concerns he may have. Listen to him carefully and answer his questions completely. Employ active listening -- the act of responding to the customer as you listen and affirming his concerns before providing a final answer.
2
Elaborate on your experience at the business. Sometimes, a potential customer who is still on the fence after a sales call needs reassurance that you know what you are doing. Refer the customer to past satisfied customers and provide details about your service proficiencies or reviews of your product's quality.
3
Offer a special rate, discount or free trial at the end of your sales call. This sweetens the deal and encourages the potential customer to act.
4
Pitch the customer directly with a call-to-action question or statement, such as "So can I sign you up today for an extra 15 percent discount?"
5
Ask to arrange a face-to-face meeting if the caller seems reluctant and wishes to meet you or see the product in person.
6
Attempt to inject humor into the conversation as you end the sales call. Do this only if you are a skilled conversationalist and humor comes naturally to you. If you can get the caller to laugh, relax or relate with you, it is a positive sign and may lead to a quicker sale.
7
Take the customer's order promptly and provide him with delivery details. Thank him, whether or not he orders, just for calling to inquire about your product or service.
8
Give the customer an exact date and time for follow-up, if you must get back to him regarding the product or service. Provide him with your direct line, email address and full name and invite him to call with additional questions if he decides to think over the offer before ordering.
Tags:
Direct Marketing, Marketing
1
Ask the prospective customer, as you are finishing the sales call, to talk about any final issues or concerns he may have. Listen to him carefully and answer his questions completely. Employ active listening -- the act of responding to the customer as you listen and affirming his concerns before providing a final answer.
2
Elaborate on your experience at the business. Sometimes, a potential customer who is still on the fence after a sales call needs reassurance that you know what you are doing. Refer the customer to past satisfied customers and provide details about your service proficiencies or reviews of your product's quality.
3
Offer a special rate, discount or free trial at the end of your sales call. This sweetens the deal and encourages the potential customer to act.
4
Pitch the customer directly with a call-to-action question or statement, such as "So can I sign you up today for an extra 15 percent discount?"
5
Ask to arrange a face-to-face meeting if the caller seems reluctant and wishes to meet you or see the product in person.
6
Attempt to inject humor into the conversation as you end the sales call. Do this only if you are a skilled conversationalist and humor comes naturally to you. If you can get the caller to laugh, relax or relate with you, it is a positive sign and may lead to a quicker sale.
7
Take the customer's order promptly and provide him with delivery details. Thank him, whether or not he orders, just for calling to inquire about your product or service.
8
Give the customer an exact date and time for follow-up, if you must get back to him regarding the product or service. Provide him with your direct line, email address and full name and invite him to call with additional questions if he decides to think over the offer before ordering.
