Sales calls are a regular part of the sales job. Sometimes, however, sales people become reluctant to call and avoit them. Here's how to help your team (or yourself) when showing signs of reluctance to call potential customers.
- Lack of confidence. If a sales person is new, or had a negative experience, they may not dare to call again. What if the product is really not very good and potential customers will shout at them again? A positive conversation helps, as well as trying to establish thick skin at work, and just force oneself to try again.
- Lack of inspiration to break the ice. First few minutes on the phone without this inspiration can be pretty stressful - sales scenario is never made word by word. It will help to prepare better using Google and LinkedIn, where you will find inspiration. The plan how to break the ice gives you confidence on the next call.
- Missing contact information. Telephone conversation is much easier when you have accurate contact information. If you look for information during the call, it's all the more difficult. So try to better collaborate with marketing and develop a list with accurate contact information, based on which you will continue to work easier and more comfortably.
- Lack of discipline. Good sales people simply pick up the phone to make serveral calls every day, until they meet their objectives. This kind of discipline is not easy, but it bears fruit.
- Lack of focus. Before phoning, you need to get rid of all stimuli that may disturb you. Disconnect from Facebook, Twitter, do not answer e-mails.
- Lack of incentives. If you work for yourself, specify how, after a series of phone calls you reward yourself. Maybe a cup of coffee and a piece of chocolate. After a week, when endure the pace of work, reward yourself with something greater. In any case, it is good to motivate, to look forward to the reward. If you lead a work team, try to think of something similar for your sales people. Rewards encourage discipline.
- Missing value. Once you broke the ice, what additional value do you offer? Does your product really does what it says? If a sales person has doubts, the company's management should think over such a sales reluctance.
- Lack experience. It's about getting used to selling, gaining confidence that one can handle different situations over the phone; discipline, calling regularly. Experience is something that constantly improves sales results.
-th-