Using the telephone to sell

Using the telephone to sell

Getting The Edge In Professional Selling
Terence A. Hockenhull

THE TELEPHONE can be effectively used to support a sale; but its effectiveness in conducting a “full sale” is debatable. If the product is a well-known brand, sold at a very low price, or the customer is simply ordering or reordering a consumable, it can save an enormous amount of time and energy, negating the need for a face-to-face sales meeting. In all other cases, the salesperson will have to discuss the product (or service) in detail and this will almost certainly entail a sales presentation or meeting.

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Terms of engagement

Getting the edge in professional selling Terence A. Hockenhull Every salesperson knows he should be asking questions; sadly, very few drive their sales calls with effective investigation skills. Assumptions about the client’s needs are usually made and products or services are frequently presented long before there is a clear understanding of the client’s requirements. This often results in the salesperson facing a customer who is … Continue reading Terms of engagement

Can you trust a salesperson?

Getting the edge in professional selling
Terence A. Hockenhull

AS THE VALUE of a purchase increases, customers become increasingly concerned about wasting money, buying the wrong thing or committing to something that may have far-reaching, and possibly negative consequences on their businesses. At some point between first meeting with a salesperson and issuing a purchase order, the customer must think, “I trust this guy; I can do business with him.” He must believe what the salesperson is saying about his products or services and must be certain that the product is being sold, not for the benefit of the salesperson but to advantage himself and his company.

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