How to quickly persuade customers I want to help them?

[okieman]

I've been looking at a job in a different town. I have all the skills and background requirements except one: sales.

The good news is that this company has a good product that helps businesses increase their customers. It's not expensive.



What I want to learn is a way to prove the product will help them before they have time to think of a way to get me out of their place of business.



I genuinely want to help these people, but I sympathize with their skepticism. If I open my door and see a salesman, I instantly don't want to talk to him.



Any tips or guidelines for a sales newbie?

 

[HFServices]

Are you cold calling or following up on qualified leads?

 

[Scott-Copywriter]

Be completely and utterly honest.

"Hello. Give me 20 seconds to show you a cheap product which will help you increase your customers by up to ##%. If you're not interested after that, I'll walk right out the door without saying another word"

It does three key things:

1). Explains clear intentions
2). Provides an important and powerful benefit
3). Removes the worry that you may become too pushy if they show interest

However, don't approach it like you're trying to take their money. Approach it like you're offering them something of great value. You're giving them an opportunity. You're on their side.

 

[sitandstay]

Be completely and utterly honest.

"Hello. Give me 20 seconds to show you a cheap product which will help you increase your customers by up to ##%. If you're not interested after that, I'll walk right out the door without saying another word"

It does three key things:

1). Explains clear intentions
2). Provides an important and powerful benefit
3). Removes the worry that you may become too pushy if they show interest

However, don't approach it like you're trying to take their money. Approach it like you're offering them something of great value. You're giving them an opportunity. You're on their side.

Great advice

 

[okieman]

I'm cold calling.

And, the suggestion about the 20-second offer is very interesting. And I didn't fail to notice the importance of showing the potential customer that I'm sincerely trying to help them.

 

[businessfunding]

Fantastic advice from sitandstay.

What is the visual impact of your product & how easily is it demonstrated?

Don't tell customers you want to help them, it oozes insincerity, even if it is sincere - just have faith in the product and pricing and convey that faith to them.

 

[Scott-Copywriter]

Fantastic advice from sitandstay.

If you mean my quoted post then ta very much.

 

[mono one]

Okieman, be interested to hear if you try Scott's 20-second tip and if it makes a difference to responses.
We're trying to develop a new marketing product for local businesses and cold calling is tough, especially if you're not a natural salesman! I can relate to that skepticism you get from some people... as soon as they know you're selling something they think you're trying to rip them off.
Thankfully, others understand the concept and are happy to sign up...
Anyone else got any tips?

Steve

 

[StratBee]

If, your potential customer locks you out without a chance or is just tough...you're going to have to play hardball - Refuse to leave reception or the store until you can show your demonstration or get an appointment with decision makers!

Always remember to smile, too!

 

[Kernowman]

If, your potential customer locks you out without a chance or is just tough...you're going to have to play hardball - Refuse to leave reception or the store until you can show your demonstration or get an appointment with decision makers!

Always remember to smile, too!

Smile or no smile, refusing to leave the premises or begin playing hardball, will only serve to antagonise your prospect and a sure way of getting you out the door - pronto.

I would say the majority of people have this automatic trigger within them these days that makes them say "I am not interested" as a pure reflex action when faced with a salesman. They are saying those words without even knowing what the heck your product or service is, so even if you were going to give them ten grand in crisp tenners their knee jerk reaction is to reject whatever it is you are offering.

How to overcome that? There is no standard answer because it depends upon your own personality. "Playing hardball" is a no-no. Sarcasm is a no-no. Humour CAN be used effectively in those situations, but not everybody can use it as an effective tool and it would be wrong of me to suggest that method to those who are not gifted at it.

This is where good literature is vital. A brochure should be a "portable showroom" AND a "silent salesman" which can continue the sales process without human intervention, so if you have been given the instant brush-off then leave some literature for them to study and you MUST get from them a promise that they will look at it and tell them that you intend to touch base with them for their opinion of it within a certain time frame (ideally within 48 hours). NOW is the time to be warm and cordial, ensure they know your name and they have your contact details, then politely leave. The next time you see them they shouldn't be instantly hostile towards you and your first words to them should be: "As promised, I have called back for your views on this product or service, so what is your opinion?" (or words to that effect).

Showing respect will gain respect

 

[sitandstay]

If you mean my quoted post then ta very much.

I do indeed

 

[Scott-Copywriter]

Smile or no smile, refusing to leave the premises or begin playing hardball, will only serve to antagonise your prospect and a sure way of getting you out the door - pronto.

I would say the majority of people have this automatic trigger within them these days that makes them say "I am not interested" as a pure reflex action when faced with a salesman. They are saying those words without even knowing what the heck your product or service is, so even if you were going to give them ten grand in crisp tenners their knee jerk reaction is to reject whatever it is you are offering.

How to overcome that? There is no standard answer because it depends upon your own personality. "Playing hardball" is a no-no. Sarcasm is a no-no. Humour CAN be used effectively in those situations, but not everybody can use it as an effective tool and it would be wrong of me to suggest that method to those who are not gifted at it.

It's the salesmen playing hardball who make sales so difficult. People simply don't want the hassle and awkwardness of a pushy salesman in their premises who won't leave easily, so they automatically say no - even though they may find the product/service very useful.

That's why you have to try and neutralise this, and simple honesty is the key. If you cut through the selling spiel and get straight to the point, you're going to get more respect from potential customers.

 

[Deleted member 61074]

Be completely and utterly honest.

"Hello. Give me 20 seconds to show you a cheap product which will help you increase your customers by up to ##%. If you're not interested after that, I'll walk right out the door without saying another word"

It does three key things:

1). Explains clear intentions
2). Provides an important and powerful benefit
3). Removes the worry that you may become too pushy if they show interest

However, don't approach it like you're trying to take their money. Approach it like you're offering them something of great value. You're giving them an opportunity. You're on their side.

Do you have an equivilent line for phone cold calling? When selling to small business you have to quickly establish if you are talking to the business owner or his gate keeper.

Rather than saying "Can i speak to the person who......"

I'm supplying a product that my target will then sell to his customers.

 

[MASSEY]

.. as soon as they know you're selling something they think you're trying to rip them off.

Well would you not agree 99.5% of sales calls are bullsh1t? if what they were trying to flog was that astounding then surely they would not have to find customers, customers would go to them?

Most sales callers try to pressurise you into taking what they are selling and are looking to take money off you over the phone. Firstly what they are selling is usually a very bad deal when you investigate with further research, two they want cash off you over the phone, how do you know they are not sitting in someones garage scamming people?

I bet the success rate for these cold callers is pretty bad.

 

[okieman]

My interpretation of "cold call" was walking in the door of a business where they've never seen me before.

Also, my preliminary expectation is that getting past the gatekeeper may be more difficult than giving the information about what I can offer to the owner!!!

 

[nilishasnv]

In my opinion you may take Norman Chevlin's advice for your problem like following-
To successfully market a product or service, you must first position your company in relation to the competition. Know how you want your company, product or service to be perceived by customers. Image is important in the mind of the consumer. Decide whether you want to be known for low bargain prices, unlimited selection, top of the line customer service, or the highest quality of merchandise. Then position your business and marketing strategy accordingly. Don't try to be everything to everybody, pinpoint your customer and target his or her needs. As your business grows, prepare a strategic marketing plan looking at how your product and service will meet the long-term needs of your customers. Focus on specific marketing objectives, how to achieve them and a path of appropriate actions to take.

 

[KJL126]

Please don't take the prior advice of 'playing hardball', be yourself don't try to be the 'slick' salesperson but most of all with cold calling BE PERSISTENT, carry on cold calling even after a shed load of rejection.

Expect rejection, it's part of the job, it's not personal.

 

[nilishasnv]

You may take advice form Norman chevlin. He is a Masters Conference Qualifier, a Million Dollar Round Table (MDRT) Life & Qualifying Member, a Registered Representative of New England Securities, Corp. (member FINRA/SIPC), National Association of Insurance and Financial Advisors (NAIFA) Member.

 

[Scott-Copywriter]

Well would you not agree 99.5% of sales calls are bullsh1t? if what they were trying to flog was that astounding then surely they would not have to find customers, customers would go to them?

Most sales callers try to pressurise you into taking what they are selling and are looking to take money off you over the phone. Firstly what they are selling is usually a very bad deal when you investigate with further research, two they want cash off you over the phone, how do you know they are not sitting in someones garage scamming people?

I bet the success rate for these cold callers is pretty bad.

Cold calling merely opens the gate to a path of communication (a nice philosophical metaphor for you there).

Most of the time, you will find that communication goes well beyond the initial call. It can go into further telephone calls, E-mails and even face-to-face meetings before the actual sale is made. That's why you tend to hear the term 'leads' used a lot, because the only thing the call gains is an interested person which the business can eventually turn into a customer.

Some campaigns attempt direct selling over the phone, but you will find that most proper professional telemarketing campaigns are just the first stage of an overall sales process - especially in B2B.

This is also why many telemarketing campaigns can boast pretty impressive returns on investment.

 

[UWClub]

Hi Okieman,

I'm a small business owner and always looking for ways to improve my business and bring in more leads...

What is the product that you are promoting?

Kind regards,

UW Club

 

[UWClub]

Hi okieman

I'm quite interested to find out about your product...

What are you offering?

UW Club

 

[Dominic Taylor]

I came across this bit of wisdom the other day: the 5 basic obstacles to a sale are:

No Need
No Desire
No Money
No Hurry
No Trust

So crack those (concisely) and you'll be sorted

 

[shadesofblue]

Well would you not agree 99.5% of sales calls are bullsh1t?

No, 99.5% of sales calls are not relevant to you hence the reason you class them as ********.

if what they were trying to flog was that astounding then surely they would not have to find customers, customers would go to them?

Most sales callers try to pressurise you into taking what they are selling and are looking to take money off you over the phone.

Telesales is justlike any other form of advertising. No matter how good the product is, if you fail to tell the customer then you're not going to geta response.

I'm presuming you're profession is some sort of trade and as a result you attract people trying to sell you advertising.

I would Firstly what they are selling is usually a very bad deal when you investigate with further research, two they want cash off you over the phone, how do you know they are not sitting in someones garage scamming people?

When I use to work for a card processing company some people were so wet that when it came to making a decision you realised why their business was struggling.

You may look at it as pressure but on the flip side it maybe a case of someone just wanting you to be decisive and make a decision.

 

[shadesofblue]

Are there any proven persuasion techniques to get someone to do what you want,even if you have that feeling that you're asking too much?

You could try waterboarding as a sales technique