Stop Selling and Make More Sales
A few months ago I spent time training some telephone sales
agents who were new to selling. They’d mainly been involved
with handling incoming calls but now their company needed
them to do some out bound sales calls. I spent two days
running a sales workshop for them and another three days
coaching them on the job.
The biggest challenge I had was trying to stop them selling.
Or at least their idea of what selling is all about.
Many people who are new to sales and also some experienced
sales people want to keep talking about their product or
service. They open the conversation with one or two general
questions which are often irrelevant to the customer and
then launch into their sales spiel.
What then happens is that the customer thinks “Oh no, I’m
being sold to” and immediately disengages the brain and
stops listening. The sales person then has limited success
as far as getting a sale is concerned.
My job with these people
