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Sales Technique Article - Phone sales techniques : Advance The Sale
How to Sell More in Less Time - By Jim Domanski
There are only 4 outcomes to any sales situation: a sale, no sale, a continuance and an advance.
The first two outcomes are easy to comprehend. But the line between continuance and advance is the line between mediocre reps and immensely successful reps. If you’re interested in reducing the sales cycle, working on better qualified leads and generating more sales, pay attention.
Unfortunately, the vast majority of reps are superb at "continuing" a sale. A continuance is where it appears that the sale cycle is being closed but in reality, it is only being extended. This is sometimes a tough concept for reps to understand. Here are some examples to illustrate what I mean:
On the surface, these statements would suggest that the sale is moving forward. Not so. Did you notice the two common denominators?
Some sales will, of course, occur but if you are interested in getting more sales in less time, and if you would like to disqualify those clients who are not actually interested in your product or service, then you must learn to the techniques to "advance" the sale.
The advance differs from a continuance in that it gets the client to take a specific action within a given timeframe.
Here's how the above examples would look/sound like with an advance:
Do you see the difference?
Each example suggests a specific action that must or should be taken by the client. This creates active participation from the client which moves the sale further through the cycle. Next, each example has a specific time frame for the accomplishment of the action which creates commitment. This is a powerful one-two sales punch.
If the client will NOT commit to any action or follow up, it suggests that perhaps their interest is not particularly strong at this point in time.
If the client will NOT commit to the action, then withdraw the advance. For example,
"Ms. Finn, I get the impression that perhaps now is not the best time to send the literature. If it is not possible to set up a review date, perhaps it would be best if we waited and I call you at a later date."
It takes guts to do this but what it really does is allow you focus only on genuine sales opportunities. You don't waste time "watering dead plants".
This is an extremely powerful phone sales technique. Use it and advance the sale!
© Teleconcepts Consulting 2003
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