With gatekeepers interested, sales professionals go one step further. The seek to excite the gatekeepers, gettting them to talk, hoping to learn more about the customers from the conversation with the gatekeepers.
I believe that the key to doing this is to recognize the gatekeeper's role in the company. Gatekeepers are expected to source information and offer advice to their bosses. Bosses want to secure the greatest possible benefits in their purchases, yet they seek to meet only the smallest number of people. Sales professionals can help gatekeepers to fulfill this role by providing the desired information.
If a sales person doesn't do this well, then the gatekeeper may not even be motivated to talk. Without the necessary information, what should the gatekeeper say to their bosses?
This is why we believe that things start moving when the gatekeepers believe that they have a piece of information that will not only bring benefits to the company, but also make the gatekeepers look good. Basically, you should tell the gatekeeper who you are, the valuable information you have for them and how their company will mis an opportunity if they do not pass the information to their bosses.
The gatekeeper's role is to sources for information for their bosses. We not only respect that but get them excited about this important role they play. This works both ways. By exciting the gatekeepers, sales professionals are able to exchange information about their potential customer with the gatekeepers. Even a casual conversation can deliver valuable information, such as the likes and dislikes of the customer.
The aim is to make the gatekeeper so intensely interested that they talk more. With more talking, salespeople learn more. Also, with engaging conversations, gatekeepers are likely to be more curious to know more. Often, in the desire to satisfy their curiosity, they will be tempted to push their bosses to see the salesperson. In this way, the first meeting is secured.
To be continued...
Stay Tuned and feel free to visit my website www.EliteCloser.com for more sales ideas.
Wednesday, August 27, 2008
Tuesday, August 26, 2008
Interest The Gatekeepers
Many salespeople treat gatekeepers as obstacles. Their aim is to get over them as fast as possible.
Not with sales professionals. Instead sales professionals treat them as the first level of selling. They don't just make the appointment. Instead, they sell the sppointment to the gatekeepers.
Therefore, instead of talking about bosses, their immediate focus is on the gatekeepers. they seek to interest the gatekeepers about the company and themselves. To these sales professionals, getting the gatekeepers interested is the first important step.
There are many benefits to this approach. The first appointments normally go through the gatekeepers. the first impression is very important. You just got to get their interest.
With interest, gatekeepers are likely to be more supportive.
There are other reasons for the need to interest gatekeepers.
If I am a salesperson then everyone is my customer. That includes gatekeepers. So I believe that you should not ignore gatekeepers because who knows if one day they may themselves become your customers.
To be continued...
Not with sales professionals. Instead sales professionals treat them as the first level of selling. They don't just make the appointment. Instead, they sell the sppointment to the gatekeepers.
Therefore, instead of talking about bosses, their immediate focus is on the gatekeepers. they seek to interest the gatekeepers about the company and themselves. To these sales professionals, getting the gatekeepers interested is the first important step.
There are many benefits to this approach. The first appointments normally go through the gatekeepers. the first impression is very important. You just got to get their interest.
With interest, gatekeepers are likely to be more supportive.
There are other reasons for the need to interest gatekeepers.
If I am a salesperson then everyone is my customer. That includes gatekeepers. So I believe that you should not ignore gatekeepers because who knows if one day they may themselves become your customers.
To be continued...
Monday, August 25, 2008
Partner Gatekeepers To Prospect Customers
Selling to gatekeeper is the 1st step in the selling process.
Professional salespeople do not just seek appointments through gatekeepers. They sell the need for the appointment to gatekeepers. Selling appointments to gatekeepers is where the sales begin. When selling appointments, the goal is to interest the gatekeepers, to excite them, to win them and to always keep them on your side with warm partnership.
If prospecting is hard, getting pass gatekeepers could be worse. This is particularly upsetting for young salespeople just starting out in the sales profession. Without connections and new to prospects, being refused by secretaries, assistants and deputies is hard to take. It is so near and yet so far. Gatekeepers appear particularly enthusiastic in keeping their bosses away from salespeople. To get pass them, some advocate sweet talk, promises of rewards; some try to gate crash, other just persist. Not easy, not effective, not productive.
Then, there are the major customers who just do not deal with any salespeople who comes their way. Their time is jealously guarded by the gatekeepers.In fact, the higher up he is like to be in an organization and the tougher are the gatekeepers.
Yet in order to even have a chance of making a sale, one must first be able to work with the gatekeepers.
To Be Continued....
Professional salespeople do not just seek appointments through gatekeepers. They sell the need for the appointment to gatekeepers. Selling appointments to gatekeepers is where the sales begin. When selling appointments, the goal is to interest the gatekeepers, to excite them, to win them and to always keep them on your side with warm partnership.
If prospecting is hard, getting pass gatekeepers could be worse. This is particularly upsetting for young salespeople just starting out in the sales profession. Without connections and new to prospects, being refused by secretaries, assistants and deputies is hard to take. It is so near and yet so far. Gatekeepers appear particularly enthusiastic in keeping their bosses away from salespeople. To get pass them, some advocate sweet talk, promises of rewards; some try to gate crash, other just persist. Not easy, not effective, not productive.
Then, there are the major customers who just do not deal with any salespeople who comes their way. Their time is jealously guarded by the gatekeepers.In fact, the higher up he is like to be in an organization and the tougher are the gatekeepers.
Yet in order to even have a chance of making a sale, one must first be able to work with the gatekeepers.
To Be Continued....
Monday, May 19, 2008
You Have 30 Secs To Appeal & What Is The Best Way To Sell?
This post will be extremely helpful for people who are already in telelmarketing.If you are not, you may still want to read on as there will still be times that you need to sell on the phone. When the time comes, this post will help you increase your closing tremendously.
You Have Only 30 Secs To Appeal
When it comes to selling on the phone, you have approximately 30 secs to convince the customer or prospect to listen to you. You need an opening statement that will capture the person's interest. This statement should convey who you are, what you want and why he or she should listen.
Identify yourself clearly and state the reason why you are calling. Tell him or her how you got their name. State an important benefit of your product and mention a feature to back that up.
As for their time; Then ask preliminary questions to help you qualify the customer. By incorporating these elements into your opening script in a creative manner, you can persuade more customers to listen to your presentation.
Ask Questions. This Is The Best Way To Sell.
Learn to ask questions instead of you going blah, blah, blah. It is the best way to sell. Keep the following points in mind as you refine your tele-selling skills.
1. Develop a plan before picking up that phone. Be aware of what you want to learn before the call is over.
2. Prepare a list of topics and have a specific question under each topic.
3. Ask permission. It is common courtesy to ask the customer's permission to ask questions.
4. Time questions properly. DO NOT make the entire conversation sound like an interrogation.
5. Begin with 'broader question' that relax the customer and get the ball rolling! When they are more relaxed, your questions can then be more specific as the customer reveals to you their concerns and needs.
6. Build upon previous answers. This shows to the customer that you are listening.
7. Balance the number of questions and type of it. Too little is not enought o find out their needs and too much may cause impatience in customers.
8. Be relaxed and conversational. Always let the prospect finish. Listen attentively and carefully.
Your goal now is to make as many customers as possible to want to listen to you. We will come up soon with more ideas for you to improve and increase your conversion rates and also your paycheck!
For more sales tips, come back here frequently to check the updates or grab your copy of Free Sales Tips E-Book at http://www.elitecloser.com
You Have Only 30 Secs To Appeal
When it comes to selling on the phone, you have approximately 30 secs to convince the customer or prospect to listen to you. You need an opening statement that will capture the person's interest. This statement should convey who you are, what you want and why he or she should listen.
Identify yourself clearly and state the reason why you are calling. Tell him or her how you got their name. State an important benefit of your product and mention a feature to back that up.
As for their time; Then ask preliminary questions to help you qualify the customer. By incorporating these elements into your opening script in a creative manner, you can persuade more customers to listen to your presentation.
Ask Questions. This Is The Best Way To Sell.
Learn to ask questions instead of you going blah, blah, blah. It is the best way to sell. Keep the following points in mind as you refine your tele-selling skills.
1. Develop a plan before picking up that phone. Be aware of what you want to learn before the call is over.
2. Prepare a list of topics and have a specific question under each topic.
3. Ask permission. It is common courtesy to ask the customer's permission to ask questions.
4. Time questions properly. DO NOT make the entire conversation sound like an interrogation.
5. Begin with 'broader question' that relax the customer and get the ball rolling! When they are more relaxed, your questions can then be more specific as the customer reveals to you their concerns and needs.
6. Build upon previous answers. This shows to the customer that you are listening.
7. Balance the number of questions and type of it. Too little is not enought o find out their needs and too much may cause impatience in customers.
8. Be relaxed and conversational. Always let the prospect finish. Listen attentively and carefully.
Your goal now is to make as many customers as possible to want to listen to you. We will come up soon with more ideas for you to improve and increase your conversion rates and also your paycheck!
For more sales tips, come back here frequently to check the updates or grab your copy of Free Sales Tips E-Book at http://www.elitecloser.com
Saturday, May 17, 2008
You Have 30 Secs & What Is The Best Way To Sell?
This post will be extremely helpful for people who are already in telelmarketing.If you are not, you may still want to read on as there will still be times that you need to sell on the phone. When the time comes, this post will help you increase your closing tremendously.
You Have Only 30 Secs To Appeal
When it comes to selling on the phone, you have approximately 30 secs to convince the customer or prospect to listen to you. You need an opening statement that will capture the person's interest. This statement should convey who you are, what you want and why he or she should listen.
Identify yourself clearly and state the reason why you are calling. Tell him or her how you got their name. State an important benefit of your product and mention a feature to back that up.
As for their time; Then ask preliminary questions to help you qualify the customer. By incorporating these elements into your opening script in a creative manner, you can persuade more customers to listen to your presentation.
Ask Questions. This Is The Best Way To Sell.
Learn to ask questions instead of you going blah, blah, blah. It is the best way to sell. Keep the following points in mind as you refine your tele-selling skills.
1. Develop a plan before picking up that phone. Be aware of what you want to learn before the call is over.
2. Prepare a list of topics and have a specific question under each topic.
3. Ask permission. It is common courtesy to ask the customer's permission to ask questions.
4. Time questions properly. DO NOT make the entire conversation sound like an interrogation.
5. Begin with 'broader question' that relax the customer and get the ball rolling! When they are more relaxed, your questions can then be more specific as the customer reveals to you their concerns and needs.
6. Build upon previous answers. This shows to the customer that you are listening.
7. Balance the number of questions and type of it. Too little is not enought o find out their needs and too much may cause impatience in customers.
8. Be relaxed and conversational. Always let the prospect finish. Listen attentively and carefully.
Your goal now is to make as many customers as possible to want to listen to you. We will come up soon with more ideas for you to improve and increase your conversion rates and also your paycheck!
For more sales tips, come back here frequently to check the updates or grab your copy of Free Sales Tips E-Book at http://www.elitecloser.com
You Have Only 30 Secs To Appeal
When it comes to selling on the phone, you have approximately 30 secs to convince the customer or prospect to listen to you. You need an opening statement that will capture the person's interest. This statement should convey who you are, what you want and why he or she should listen.
Identify yourself clearly and state the reason why you are calling. Tell him or her how you got their name. State an important benefit of your product and mention a feature to back that up.
As for their time; Then ask preliminary questions to help you qualify the customer. By incorporating these elements into your opening script in a creative manner, you can persuade more customers to listen to your presentation.
Ask Questions. This Is The Best Way To Sell.
Learn to ask questions instead of you going blah, blah, blah. It is the best way to sell. Keep the following points in mind as you refine your tele-selling skills.
1. Develop a plan before picking up that phone. Be aware of what you want to learn before the call is over.
2. Prepare a list of topics and have a specific question under each topic.
3. Ask permission. It is common courtesy to ask the customer's permission to ask questions.
4. Time questions properly. DO NOT make the entire conversation sound like an interrogation.
5. Begin with 'broader question' that relax the customer and get the ball rolling! When they are more relaxed, your questions can then be more specific as the customer reveals to you their concerns and needs.
6. Build upon previous answers. This shows to the customer that you are listening.
7. Balance the number of questions and type of it. Too little is not enought o find out their needs and too much may cause impatience in customers.
8. Be relaxed and conversational. Always let the prospect finish. Listen attentively and carefully.
Your goal now is to make as many customers as possible to want to listen to you. We will come up soon with more ideas for you to improve and increase your conversion rates and also your paycheck!
For more sales tips, come back here frequently to check the updates or grab your copy of Free Sales Tips E-Book at http://www.elitecloser.com
Wednesday, May 7, 2008
What are the 2 most important things in sales?
It has been a while since I posted anything. Whew…Last month was a crazy month, with so many seminars that I need to be in. Every event lasted almost 13-14 hours per day.
Finally, got some seconds to breath and post something. Hope you will find the following useful:
What are the 2 most important things in sales?
You can read a lot books, attend many seminars or listen to many audio tapes and CDs. But without knowing what are the most important things to focus on. Nothing of those help.
Here are some benefits of knowing what are the most important factors of sales:
1. Zoom in and look for the correct solution for the issue
2. Save money. You only read the books that with give you the solution
3. Increase Sales. You have more time and know where to work on when sales are low
The question is: What are the most important things in Sales?
1. Your Sales Script
Sales script to a sales person is like a camera to a photographer. Without them, your profession simply cannot work. You need to have a systematic script that can help you start a conversation, break the ice and also close for the sale.
2. The number of people you meet
Now that you have a wonderful scrip to sell, the next thing you must do is to start talking. I have work in many sales people in my life and I realise that the top performers have one thing in common. They pitch to ATM (Anything That Moves).
They waste no time doing other things as they know, Time = Money.
By putting this two together, sales will no longer be a challenge for anyone. All you need to check on which one you did not do well when your sales are slow. Either you do not meet enough people or your script needs to be worked on.
I hope by letting you know about these two great things, it will help you save time, money and help you increase your income and sales.
Finally, got some seconds to breath and post something. Hope you will find the following useful:
What are the 2 most important things in sales?
You can read a lot books, attend many seminars or listen to many audio tapes and CDs. But without knowing what are the most important things to focus on. Nothing of those help.
Here are some benefits of knowing what are the most important factors of sales:
1. Zoom in and look for the correct solution for the issue
2. Save money. You only read the books that with give you the solution
3. Increase Sales. You have more time and know where to work on when sales are low
The question is: What are the most important things in Sales?
1. Your Sales Script
Sales script to a sales person is like a camera to a photographer. Without them, your profession simply cannot work. You need to have a systematic script that can help you start a conversation, break the ice and also close for the sale.
2. The number of people you meet
Now that you have a wonderful scrip to sell, the next thing you must do is to start talking. I have work in many sales people in my life and I realise that the top performers have one thing in common. They pitch to ATM (Anything That Moves).
They waste no time doing other things as they know, Time = Money.
By putting this two together, sales will no longer be a challenge for anyone. All you need to check on which one you did not do well when your sales are slow. Either you do not meet enough people or your script needs to be worked on.
I hope by letting you know about these two great things, it will help you save time, money and help you increase your income and sales.
Thursday, April 3, 2008
Not Able To Post You Any New Things For The Moment
Dear Readers,
First of all, I would like to thank you for coming back to this blog to grab more updates of articles.
I have to apologize that due to the many speaking engagements and seminars that I have to attend, I am unable to give you some updates.
However, I will be able to free myself some time to gathering more exciting updates for you by in another 2 weeks.
I will be in Indonesia ==> Malaysia ==> Taiwan during this period so pardon me.
I am sure that when I am back to update you in the next 2 weeks, you will see many interesting contents.
Look forward to seeing you again!
Andy. P
P.S. Meantime, you may want to get some inspiration from www.elitecloser.com/inspiration.
First of all, I would like to thank you for coming back to this blog to grab more updates of articles.
I have to apologize that due to the many speaking engagements and seminars that I have to attend, I am unable to give you some updates.
However, I will be able to free myself some time to gathering more exciting updates for you by in another 2 weeks.
I will be in Indonesia ==> Malaysia ==> Taiwan during this period so pardon me.
I am sure that when I am back to update you in the next 2 weeks, you will see many interesting contents.
Look forward to seeing you again!
Andy. P
P.S. Meantime, you may want to get some inspiration from www.elitecloser.com/inspiration.
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