SalesMotivation.net

by D.M. Arenzon

If you lead your sales calls with your product or service then you have already set the tone of the call. The tone is called an immediate price objection and you will soon hear your prospect ask you: “How much does it cost?” Once you enter this route then your conversation now revolves around price rather than the “value” of what you have to offer. It’s almost like you started the sales process backwards, it’s time to turn yourself around and start leading your sales calls with solutions.

If you are opening sales calls with your product or service then now you know it’s a mistake to do so. How do you stay consistent and focus on just selling solutions? That’s easy! Do research on your prospect’s website, find out more about their business, what they do, how they do it, their industry and their competition. When you begin investing more time and effort in understanding how your prospect does business then the more you will find yourself asking sales questions that embrace solutions. Below are five solution-based themes that you can easily apply to your industry. When selling solutions focus on one or more of the following themes:

-Ask questions that offer ways that you can help to increase company productivity.

-Ask questions that offer ways that you can save your prospect time.

-Ask questions that offer ways that you can save your prospect money.

-Ask questions that offer ways that you can make your prospect money.

-Ask questions that offer ways that can protect your prospect’s interests.

The key to successful cold calling is to answer the one question that will forever enter your prospect’s mind and this question is: “What’s in it for me?” Once you incorporate this type of mindset and questioning into your cold calling and sales efforts then you will without a doubt speed up your sales success! The remaining question that you need to answer is: “Are you pushing just a product or service, or are you selling solutions and offering value to your prospects?”

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Behind The Scenes With Mr. Cold Call

Mr. Cold Call is the author of 113 Common Sales Objections, 182 Clever and Savvy Responses, How To Have Fun Cold Calling and get your telephone ringing off the HOOK and 50 Sales Openers that will WOW your sales prospects! According to Mr. Cold Call, “Your cold call success is dependent on 11 winning personality traits (known as your Telephone Persona of Success!).” Collectively, these traits allow you to uniquely market yourself over the telephone so that you can inspire your prospect’s curiosity, reduce their resistance and close even more sales! Are you interested in finding out more about Mr. Cold Call? Then sign-up for his free weekly cold calling tips at http://www.mrcoldcall.com

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