Selling
Hi
One minor point taught at the college of excellence training,I would disagree with is that we are not in sales.
We are trying to persuade people to leave their current supplier and swap over to Utility Warehouse through our efforts I would argue that this is selling.
Having recently bought a Brian Tracy e book on advanced selling techniques, I feel I should try and share some of the points from the book with you.
There are four stages to making a sale I'll list these in order.
1 PROSPECTING
Think about who your customers are likely to be,in our case almost everyone.
Where are they likely to be?
Probably better to stick to your immediate area to keep costs down.
What are you selling?
I would argue that as well as selling discounted utilities,we sell convenience,as in getting all your utilities on 1 smaller bill.
How you prospect is up to you I tend to use approved ads,and leads form previous enquiries,and asking existing customers who they want to call for free.
2 Setting the appointment
I don't think this really need any further explanation.
3The Presentation
Basically explaining the services,and looking for any referrals at the same time.
Be sure that any materials you take are up to date and in good condition.
Obviously turn up smartly dresssed and a little ahead of time.
Try to let the customer do most of the talking,a rule of thumb is you have 2 ears and 1 mouth try to use them in that ratio.
Never knock the opposition,just say something like a good company but the pricing could be keener.
If the customer is asking lots of questions,or suddenly appears friendly, this is seemingly a sign that they are ready to buy.
If the prospect seems a little unsure ask if they have any concerns or need any more information.
4 The Close
This is pretty self explanatory,but don't forget to ask for the business,and any referrals at the same time,always valuable as this cuts out prospecting,which can be time consuming and expensive.
Always ,always check that they are happy with the services taken,and if they are this is another good opportunity to look for referrals.
In the meantime have a think about who best to offer the broadband and unlimited calls special for May to .
One minor point taught at the college of excellence training,I would disagree with is that we are not in sales.
We are trying to persuade people to leave their current supplier and swap over to Utility Warehouse through our efforts I would argue that this is selling.
Having recently bought a Brian Tracy e book on advanced selling techniques, I feel I should try and share some of the points from the book with you.
There are four stages to making a sale I'll list these in order.
1 PROSPECTING
Think about who your customers are likely to be,in our case almost everyone.
Where are they likely to be?
Probably better to stick to your immediate area to keep costs down.
What are you selling?
I would argue that as well as selling discounted utilities,we sell convenience,as in getting all your utilities on 1 smaller bill.
How you prospect is up to you I tend to use approved ads,and leads form previous enquiries,and asking existing customers who they want to call for free.
2 Setting the appointment
I don't think this really need any further explanation.
3The Presentation
Basically explaining the services,and looking for any referrals at the same time.
Be sure that any materials you take are up to date and in good condition.
Obviously turn up smartly dresssed and a little ahead of time.
Try to let the customer do most of the talking,a rule of thumb is you have 2 ears and 1 mouth try to use them in that ratio.
Never knock the opposition,just say something like a good company but the pricing could be keener.
If the customer is asking lots of questions,or suddenly appears friendly, this is seemingly a sign that they are ready to buy.
If the prospect seems a little unsure ask if they have any concerns or need any more information.
4 The Close
This is pretty self explanatory,but don't forget to ask for the business,and any referrals at the same time,always valuable as this cuts out prospecting,which can be time consuming and expensive.
Always ,always check that they are happy with the services taken,and if they are this is another good opportunity to look for referrals.
In the meantime have a think about who best to offer the broadband and unlimited calls special for May to .
posted by Unknown at 10:44 PM
1 Comments:
No doubt about it we are in sales. It's a soft sell not a hard sell but it's still selling.
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