The worst thing you can ever do as a Sales Person is
try and sell your product or service over the phone or face to face
without qualifying the decision maker first. If your not a telemarketer
don't go into a sales pitch over the phone. The best presentation you
can do is when you have done your homework and prepared thoroughly for
the call.
If you had door knocked or met someone who could be
interested in your product or service, don't just give your spiel then
and there. It is like fishing, you need to give them some incentives to
bite. You need that carrot. The carrot is a few questions that gain
interest in what you want to promote. In the late 1960's an article was
written concerning some ideas that the psychologist Albert Mehrebian
had stated.
He suggested that: 55% of the impression that we make
on others is determined by what they see. This included appearance, eye
contact, colouring, body language, facial expressions and. posture, 38%
of the impression we make on others is determined by what they hear.
That is, the tone and pitch of the voice, clarity of speech, the pace
and use of pause and accent. 7% of the impression that we make on
others is determined by the words they hear.
If you are just
presenting your ideas over the phone you are effectively knocking out
the visual side of communication. I am sure you would agree, you only
get one shot at presenting your idea. Don't you think it is important
that you present it with the best resources and atmosphere you can? The
use of body language is very important, the way you walk, posture,
handshake etc. It all counts.
Prepare ~ Prepare ~ Prepare
Prospecting
is not a Sales Call. Prospecting is about qualifying whether or not the
person is suitable for your products and services. Don't get caught
with fool's gold because you didn't check before proceeding to the
jeweller. Test the validity of your potential buyer, are they in the
position to make a purchase now. They may be right for your product and
service however not straight away. Don't waste time in a long
presentation without qualifying them first effectively. It is always
better to know that before you get out there. If you are going door to
door still take the time and come back later with all your information
and equipment.
When you are calling on leads, it is far better to
stay focused and keep going with the calls, rather than stalling and
going in to a presentation of the cuff. Don't be desperate. You will
look it if you seem to keen. Keep the momentum going and get on with
the next call. Don't go straight into selling without taking the time
to prepare thoroughly. You may have only 1 shot at a sale so don't blow
it by not taking the time and preparing effectively.
This is an oldie but a goodie-Fail to plan, Plan to Fail.
