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Printing_News_June_2016

not working, it is easy enough to change and adjust. • Let the Other Person Speak: One test of whether a prospecting call is eff ective is the amount of time the customer talks. Getting the customer into a conversation is the key. We recently had the opportunity to listen to salespeople making calls, and the chief barrier to success was not involving the customer in a conversation. • Keep Your Attitude Up: It is not always easy, but showing passion for what is being sold will give the customer a sense of commitment. Th ere are some days where it is a struggle, but over time a good pace and a sense of optimism develops with success. A customer can sense enthusiasm and a positive attitude. Phone prospecting is not a numbers game. It is a conversation and qualifying process. • Tell it Straight: Explain clearly and succinctly why you are calling in a manner that makes it easy for the customers to understand why you are calling them. All organizations need printing. Giving a customer a good idea or sharing relevant information saves both the salesperson and prospect precious time. Manipulative and phony sales tactics will not work in our industry. • Ask a Question: Based on our research, those salespeople who ask a question very early in the call have the highest success rates for gaining appointments. Questions like, ”How are you using print in your marketing campaigns?” “How are you integrating customer data into your direct mail programs?” will increase the curiosity of the customer. • Closing is Key: Th ere are two objectives of any call. One is to qualify the account to determine if they are even worthwhile to pursue, or two is to successfully close for something. Simply asking for an appointment once it is determined that there is a basis for doing business is a simple, but oft en overlooked step in the sales process. And fi nally, let the other person hang up fi rst. Many times a person will think they have ended the call when they have not actually disconnected. You might be surprised with what you hear from the other end. For many salespeople, it is diffi cult to get started and block out time for prospecting over the phone. Most are more comfortable to be in front of customers in person and reacting to nonverbal signals. Great salespeople get over this. Th ere is no way around it; using the telephone consistently is an essential element in building sales and keeping your pipeline full. Join Our Family 800.423.4396 | labelworks.com customercare@labelworks.com MEET ANNETTE YOUR CUSTOMER CARE EXPERT You don’t need to be a label expert, because we are WE'RE MINNESOTA NICE MEETS LABEL KNOW-HOW FREE TARGETED SALES TOOLS! YEP, FREE! STATE OF THE ART PRINTING EQUIPMENT MAJORITY OF PRODUCTS SHIP IN JUST 24 HOURS! For more information, visit PrintingNews.com/10006313 PrintingNews®com June 2016 ® Printing News 27


Printing_News_June_2016
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