The New Rules For Sales

New Rules For Sales1

In many respects, the salesperson has to find out the facts of the story, based on who, what, when, where, why, and how. That means coming up with answers to the following questions

New Rules For Sales

Does the customer actually have a need for our products or services?

Can the customer afford to buy what we're selling?

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If you get knots in your stomach just thinking about your next calls, relax. A few simple adjustments can improve your cold-calling game immediately, and technology can increase your effectiveness by leaps and bounds. Here are some basic tips to help you make better calls.

New Rules For Sales3

Authentic Storytelling sets the tone

New Rules For Sales

Customer wants authenticity, not

spin.

How will you sound authentic?

Buyer wants the information in the language they understand, not

incomprehensible jargon.4

Content is the link between company and customer

New Rules For Sales

Authentic data (Legal documentation & track records).

Information along with education.Successful sales person highlight their

expertise by sharing the information, data, news and updates rather than using the OLD STYLE.

Now you have to get to be on the BUYERS TIMETABLE, not yours.

The key is to focus on the buyers needs, not your own ego.

Don’t PUSH product. Teach people something. Share expertise in simple way.

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Real time support makes client happy

New Rules For Sales

When buyers express interest, they expect service right away. NOW, not tomorrow, not this afternoon. NOW!

Full support during market hours.Client expects employees of the

company to do the analysis and provide the data timely.

You are already online; go through the website of our company.

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Sales Signals

New Rules For Sales

Try to predict your prospect’s intent to PAY.

The alert, a SALES SIGNAL. When the client is on the website of the company.

When the client give the call back.When the client discuss about the

other companies services.When you get sales signal, try to go

with close ended question in order to save time.

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Real-Time Mind-Set

New Rules For Sales

The real time mind set recognizes the importance of SPEED to take the decision.

This is the last place for the buyer, there is no other alternative.

Today the customers have far more choices.

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Speak clearly

New Rules For Sales

If you make your phone call from a landline, do your best to make sure client is in the area where the call won't be dropped or garbled by static. "I think I'm losing you" is not a phrase you want to hear – or say – on a business call.

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Don't try to say too much at once

New Rules For Sales

Get the prospect involved instead of talking at him or her. Ideally, you'll do 25 percent of the talking, and the prospect will do the rest 75%.

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Be polite and courteous

New Rules For Sales

Saying "Thank you“ and "I appreciate your time“ Never hurt anybody.

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Stick to the point

New Rules For Sales

If the prospect ask the queries about product, just take a time and give the answer in very polite way, your answer should be relevant to the point and you have to be on that point, if client is not understanding the actual answer what you want to explain then you should use the best related example.

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Don't act too familiar

New Rules For Sales

Calling a prospect by his or her first name can be a simple way to establish quick rapport. Just don't overdo it. If you use the name in every third sentence, your attempts to connect can sound forced and in-sincere.

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New Rules For Sales

Know the best times to call

The best time to call is when the prospect has a need or is overwhelmed by a challenge that fits with your value proposition. Tracking trigger events can help you make sure you're reaching out at an ideal time.

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Succinctly explain who you are

New Rules For Sales

If you've discussed the person before, be prepared to briefly summarize the history of your interaction

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Don't be a Nuisance

New Rules For Sales

Know the history of company's attempts to reach a prospect before you ask for his or her time. It doesn't make sense to contact prospects with the same scripted message if others from company have already tried (and failed) to make a connection. Figure out a new approach, or move on to the next call.

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Types of Question

New Rules For Sales

Open ended question should be asked in starting conversation, once you get confidence then you could use the close ended question in finishing mode(Deal closing).

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