9 - Having Sales Conversations When You’re Contacting People but Not Getting a Chance to Sell Flashcards
What is a sales conversation?
A two-way exchange with a prospect to find out their needs and describe what you can offer.
What are some reasons for not having sales conversations?
- Not using the right words
- Poor telemarketing skills
- Prospects are not qualified
- Lack of visibility or recommendations
- Competition dominates the market
- Offering what you think they need
- Services are poorly packaged
- Overwhelming number of services offered
What is one effective strategy for improving sales conversations?
Change the words you use in your telemarketing script to focus on benefits for the prospect.
What should you do when prospects call you?
Find out what prompted them to call before describing your services.
What type of questions should you ask during a sales conversation?
Open-ended questions to gather more information.
Define ‘qualifying questions’.
Questions intended to determine if a prospect is a hot, warm, or cold lead.
What are some typical qualifying questions?
- Do they have a problem your service solves?
- What budget do they have?
- How soon do they need your service?
- Are they the decision maker?
- What priority do they give to their issue?
What is a common barrier to having sales conversations?
Pursuing the wrong prospects who do not need or cannot afford your service.
What is a recommended approach to improve your telemarketing skills?
Take a class, work with a coach, or practice with friends.
True or False: You should ask permission to talk to prospects when they call you.
False.
What is the importance of treating prospects like human beings?
It helps establish rapport and trust.
What is the role of questioning in sales conversations?
To uncover customer needs and opportunities.
What does ‘better website conversion’ entail?
Converting site visitors into interested prospects who are open to a conversation.
List some approaches to improve website conversion.
- Provide useful information
- Offer fresh content
- Capture visitor e-mail addresses
- Provide a clear path for next steps
What should you evaluate when maintaining a website?
Whether the investment in your web presence is worth the resulting sales.
What is meant by ‘professional visibility’ in sales?
Being known to prospective clients before initiating contact.
Fill in the blank: A common mistake is to call prospects with the intent of _______.
[introducing yourself and telling them what you do]
What should you do if your prospect list starts looking cold?
Seek higher-quality leads and referrals.
What does Jill Konrath suggest about the language used in calls?
Use language that doesn’t negate the prospect’s perspective.
What is the purpose of a professional services website?
To get prospects to express interest and initiate a sales conversation.
What is an important factor in getting the attention of prospective clients?
Professional visibility
Increasing professional visibility influences buying decisions and makes it easier to have sales conversations.
Name three strategies to increase professional visibility.
- Networking and referral building activities
- Writing and public speaking
- Promotional events like workshops or teleclasses
These strategies are more effective than advertising in establishing personal connections.
According to Harry Beckwith, how do products and services differ?
- Products are made; services are delivered
- Products are used; services are experienced
- Products are impersonal; services are personal
This highlights the need for service marketers to understand human connections.
What should you do if prospects are choosing to work with your competitors?
Conduct competitive research
Understanding what clients like about competitors can help in repositioning your own services.
What is a crucial step in target market research?
Understand how prospects view their own challenges
This helps in developing a new market position that aligns with their needs.
Fill in the blank: A better service package could make what you offer more _______.
[attractive]
What might hinder a service provider’s ability to sell their services?
Offering too much
A narrower focus helps prospects understand what specific services are being offered.
What is a recommended approach for conducting market research today?
Using search engines, social media, and Meetup groups
These tools allow businesses to listen to the needs and values of their target market.
True or False: Fear is not a factor in having sales conversations.
False
Fear of rejection can lead to avoidant behaviors when reaching out to prospects.
What should you do if you notice signs of avoidant behavior?
Work on self-confidence skills
This can help in overcoming the fear associated with reaching out to prospective clients.
What is the quote by Harriet Beecher Stowe regarding perseverance?
“When you get into a tight place and everything goes against you, never give up then, for that is just the place and time that the tide will turn.”
