Posts Tagged ‘Sales Probing Questions and Tips’
The Sales Corner is effective for many reasons one of which is our ability to ask the right questions to the right people, to get the answers and information we are looking for! In your business it’s the same way! You need to learn about your customers and ask them the right questions, at the right time, to provoke the right responses. You are (or should be..) continually looking for “yes’s” in this world of sales that is so dynamic today. To get the “yes’s” you need to be informed about what to ask your potential buyers and new prospects! We practice our “pudding” here every day to do just that; Be Informed! – Matt G, The Sales Corner
Sales Probing Tip #1
Have the understanding that “cold calling” in the traditional way is no longer providing the same results it used to 5, 10, or even 20 years ago. Find new sales approaches and methods!
Today, the professional is intertwined with Social Media, Email, Inbound Phone Calls, Referral Follow Ups, and more! They are busy, and rarely ever return a call to someone they don’t know who’s just “probing them.” You need to find a different approach and stop erratically calling to a list you paid for with no pre-qualifications as to what to say or do when that phone comes to life. Before that call list ever comes to you, make sure you do your diligence to find out “what to expect” when you start making the phone calls. Prep yourself for the worst before each one, this will help you with your “calling tone” for the list.
Sales Probing Tip #2
Know who you are trying to reach, and what position they are in when you connect.
Make sure you’re going to be informed in a way that allows you to connect with them properly. For example; if you’re reaching an IT leader in the company, and someone that influences the hardware purchases, find out what they are interested in by asking them what products they like! You’ll know right away if you’re going to be giving them your pitch in the first 1 minute of being on that phone! If they are a purchasing agent; find out what they look for before they sign off on a PO for the next big buy. If they take “orders,” find out who inside the company gives them and try to get a referral. A lot of times the people sending the paper, don’t make the decisions. Being informed about the “who” in your conversation of “what” and you will certainly build some good rapport, respect, and like land you a sale in the end if you take the steps to get the information first hand from opening that door to the potential client, or prospective customer!
Sales Probing Tip #3
Don’t give up after only a few attempts. Find inspiration to keep trucking!
There have been many times where we find our members that we talk to only give up after 1 or 2 attempts to connect, or get on the phone with a prospect or buyer. Did you know that most sales professionals don’t even get a chance to speak to their prospect until the 4th or 5th time of trying? If you are in the perception that you’re being brushed off, change your message each time. Become appealing and give them a reason to call you back. If you still find yourself with no success in the 4th or 5th attempt, trying doing some more research or talk with someone around you for some additional ideas that may help get you into the door or onto the phone with the right people! You may be surprised how a co-worker can help just by lending their own opinion with a methodology.
Sales Probing Tip #4
Get past the paradigm that there’s only one way to sell and start selling harder. Change it, and start working smarter.
Let’s face it, you might make 10 calls a day or 110 calls a day. Each one of you will have different results certainly. But get your mind out of the shift that theres only a single way to sell. That’s just not true. We always recommend selling smarter, instead of selling harder! Remember, quality over quantity plays a huge roll in your selling efforts! If you are tasked to make a certain amount of calls each day on the basis you’ll get a sale, try to challenge your management team and find out (in a nice way..) why they believe that to be true. You’re not being insubordinate by asking questions. You’re being a better sales rep by being informed about why the metrics are put into place. Find out if there is information to back up the claims. Talk to others with the same profiles as you and compare results. You may find ways to increase your call volume, but you probably won’t find ways to increase your sales just because of that alone! You need to find an edge. The thing that will turn EACH ONE of your calls into a golden egg!
Sales Probing Tip #5
Create processes and partnerships (relationships) that lead you to new sales achievements! Find your influence!
When you find something that works, use it to your advantage. If you find one customer that likes a particular product, push it to others because people in the same business usually tend to share some of the same ideas and sometimes you’ll find they almost think alike. One example of this would be your prospect in a particular community or area of business. If they have influence, other people listen. That means when they experience something they like, they share it around, and when they don’t like something, they share it around. Work on the waves of thoughts because they are powerful. In your sales methodologies, adopt customers that you work more with, or partners that promote you more then the last one. These people have influence in your community and you can prosper from it!
We hope you enjoyed this article with 5 Sales Probing Tips that you can start using today! Remember, we are always working with people from all walks in areas of sales and marketing in business, social media, and web design! We are always on the look out for a way you can gain an advantage over your competitors simply with free knowledge, help and support from our group and community!
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