When you know where you are going with a sales call, the chances are better that you and your client will get there. How? It’s as simple as ABC—always be closing.
Companies of all sizes are shifting from field sales to internal sales teams that are able to scale quickly to a new project or prospect. You and your sales department need a script and a structure to keep telephone sales productive.
As an entrepreneur, you are the face and voice of your business. You must have the awareness and ability to take advantage of a business opportunity whenever it calls. And that call may be tomorrow morning.
Making the connection: internet to telephone
Social media keeps your brand fresh and your name in play. While LinkedIn increases your potential sales pool, it does not make the sale for you. Regardless of your industry, each point of contact—social media, direct mail, email, or telephone call—adds to the perception of your company in the mind of your client.
Email and telephone calls are the primary points of contact for targeted sales leads. Before you pick up the phone, be certain about these points:
Making your best call
Service and sales calls are lifeblood for a small business owner, and they are easy to mess up.
When you have a good lead, make the most of it. When you pick up the phone, make sure you remember these tips:
My job is working with entrepreneurs to create strategies and structure to make them more money. I create value in the lives—and businesses—of my clients by helping them define and boost the value they offer to their own customers.
The take-away point is that you must shift the central see-saw of your sales call from a conversation about price points, to a meaningful discussion about value. Find out what your client values, what they need—and how you can provide it.
When you approach a sales call with confidence, and genuine curiosity, it shows. If you do your homework, you already have the end game in mind. Remember, always be closing.
When you want to learn more about closing deals and boosting sales, call me at 585-633-7563.
To your success,
Bob Britton is an accomplished entrepreneur with 25 year’s experience starting, building and growing both brick-and-mortar companies as well as online businesses. He's personally built 3 companies from one man shows to the million dollar mark. Marketing Automation Group and the Automated Entrepreneur Method® are his latest brainchild. After working with hundreds of business owners in every walk of business, he realized there was a HUGE gap in the support and training that was available, and set out to fill that void with his no-nonsense, hype free approach to business growth.