|
|
| #2 | ||
|
"Top Sales Expert"
|
Quote:
In general, I would suggest you avoid closed questions that can be answered with a yes or a no. It's too easy for the prospect to say "no." That would rule out your question "looking for anything in particular?". My all-time retail opening question is "what brings you to our store today?" (in your case, "what brings you to our kiosk today?"). In my tests, this question elicited the most number of active responses, and the least number of "I'm just looking" responses. But before that question, it is very helpful if you can open with some rapport-building chit-chat; in other words, relating to your prospect as a human being rather than just a prospect. You can talk about the weather, the big game last night, the shopping bag they have in their hand, their kids, or whatever. In sales, as in making friends, you reach out to others in a way that says "I'm a nice person" and "I'd like to get to know you better." Of course, don't try so hard that you appear disingenuous or cheesy, but be natural. Likable salespeople sell more than those who aren't likable. Smile and be likable, then make some conversation. Other good opening questions: - what kind of phone do you have now? - I like to ask people who stop by our kiosk which ads they've seen for our services, and which ones they like or don't like...what do you think? - It really helps me to know what people most dislike about their current phone. What do you think? - How's your phone working these days? - Who's considering a new phone? - How often do you access the internet from your phone? (or email). - etc. The best to you... Skip Anderson
__________________
Selling To Consumers Sales Training to Sell More™ Free sales tips newsletter at www.SellingToConsumers.com |
|
|
| #3 | |
|
"Top Sales Expert"
|
Your first objective should be to make the customer feel warm, comfortable and welcome. Greet them like you would a friend.
* "Hi. How are you?" * "How are you doing?" * "What's up?" or "What's new?" * "Hey, you're looking good!" * "Hi! Here for the phone that's on sale?" Never say "Can I help you?" Never. You wouldn't say it to your friends. And if you say it to your customers they'd probably say "Just looking". Once you make them feel warm, welcome and comfortable, talking to them like you would a friend, then it's time to start screening and qualifying.
__________________
Jim Klein - The "Sales Advisor" Helping salespeople achieve mastery, come "from the heart" and positively impact lives with perfect solutions. http://www.fromtheheartsalestraining.com |
|
| #8 | |
|
Yes - No Question
Don't be a noisy promoter.
Be ready for someone to step toward your display and ask: "Do you want to by a new phone today?" If the answer is NO say "Okay." As skip says, you treated that person with respect and not a prospect to sell (though Skip and I disagree on method of selling.) That way you've kept the door open which increases your chance of selling to that person another time if not at that time. If the person says "Yes." sell. Read "High Probability Selling" by Jacques Werth for some of the best selling advice around today. In high probability prospecting YES and NO questions are important if you want to be highly successful. Once you hear a YES you continue to clarify with YES/NO questions BUT you also ask for conditions of satisfaction - what that person wants and what your phone features. I also extend kudos to you, myers1984. MitchM
__________________
Twelve Years Helping People Feel Better, Live Better, Do Better http://mitch-mitchsblog.blogspot.com/ Last edited by MitchM : 03-02-2008 at 12:00 PM. Reason: Add Words For Clarity |
|
|
Print
Email
Permalink
|
| Thread Tools | |
|
|
Similar Threads
|
||||
| Thread | Thread Starter | Forum | Replies | Last Post |
| Opening Remarks | Jeff Blackwell | General Scripts | 2 | 06-28-2008 06:01 PM |
| making sales vs opening accounts | luka. | Off Topic Discussion | 10 | 01-03-2008 06:03 AM |
| Avoid This Lie In Your Opening | Art Sobczak | Direct Marketing Articles | 0 | 06-05-2007 08:22 AM |
| Cold Calling #6 - Your Opening Pitch | Mike_CCP | Downloads | 0 | 03-03-2007 03:29 AM |
Sales Training Newsletter |
|
Join the SalesPractice.com Mailing List
*This is a verified Opt-in mailing list.
*You may unsubscribe at any time. |
|
© 2008
Blackwell & Associates, Inc. All rights reserved.
|