Q is for question. Question more. Talk less. Questioning is the key to EVERYTHING in a sale. And the trouble is most telephone sales reps are not good questioners. Buy a good book on questioning and learn how question more effectively. I recommend Paul Cherry’s book “Questions That Sell.” Go here http://www.pbresults.com/Questions-That-Sell-book
R is for referrals. Referrals close faster. Referrals close easier. Referrals close at higher rates. Why? Because trust has been almost instantly created by the referrer. Ask for referrals and get more sales. (Go here for GREAT information: http://www.telesalesmaster.com/934/questioning-skills-and-techniques/ )
S is for secondary objectives. Secondary objectives are the ‘nice to haves’ once you’ve accomplished your primary objective (the #1 item you’d like to achieve on a specific call). It might be a cross sell, a referral or testimonial or whatever but leverage your call. They’re also great to have if you don’t achieve your primary objective. Salvage what you can. (Go here for a great article: http://www.telesalesmaster.com/426/pre-call-panning/)
T is for thank you. Never forget those magic words. When you get a sale, pause and sincerely thank your client. Let them know you don’t take them or the sale for granted. If it’s a big sale, send a hand written thank you note. It shows you took the time; it’s distinctive; and it’s remembered.