- Trust Isn’t a Given So How Do You Get It
Trust is vital in any lasting business relationship. In fact, the level of trust you establish determines how successful you will be in selling a product or proposing a solution. If the level of trust is strong, managers will feel you are the right person for the task. Customers will have faith that you will […]
- Acknowledging – the Inside Scoop
When a customer, whether internal or external, has an issue, the good listener acknowledges it. By empathizing, the person feels you understand him and becomes more receptive to hearing what you have to say. He or she becomes less hostile. You build rapport. Do not worry that this will lengthen the call. It will actually facilitate moving the customer into problem solving mode sooner. Most acknowledgements take only a few seconds anyway.
- Do You Care Enough
“I was busy” is an excuse many of us use when we don’t do our best. When you carelessly prepare or deliver ideas, your listeners may end up confused, and consequently, your organization may miss opportunities or leave money on the table. You may also jeopardize your brand and future promotions. A bad impression is difficult to erase. Consider the following and ask yourself, “Do you care enough? Are you doing your best? Do you need to change anything?
- Do You Ask a Variety of Questions or the Same Old Ones?
As inside sales representatives, the way we close business is by asking questions. Often, we ask the same questions of each customer. Sometimes, these questions move people to make decisions, but at other times, they don’t, leading us to wonder “what happened?” Selling over the phone should not be a crapshoot. By asking the right […]
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