Before you start making calls, there is an important activity called “lead qualification.” The main goal is to determine the client’s characteristics, budget, expectations, and willingness to russian business email list actively participate in the collaboration.
Develop your own unique triggers and criteria that will help you quickly identify unsuitable clients. It is important to form a clear idea as early as possible of who you do not plan to work with.
Lead processing
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Lack of personalized approach
Let's consider a classic situation: an expert calls a client, studies his features during the conversation and gives his recommendations. However, the potential consumer, instead of expressing his readiness to buy a product or service, says goodbye to the specialist and contacts another company. Often, the problem is that the expert lacks initiative. He seeks to demonstrate his competence, expecting that the client himself will express a desire to buy. However, the user begins to think that his specific needs and interests are of no interest to anyone.
It is necessary to listen carefully to the client, asking him a series of leading questions in order to understand his situation in detail. Then, a personalized solution should be offered, aimed at satisfying his specific needs.
Using ready-made scripts
Using ready-made scripts in sales makes communication robotic and unnatural. The seller, following the script, loses confidence when he finds himself in a non-standard situation. The client feels the artificiality of communication and this interferes with a successful deal.
It is important to know the basic principles of successful sales and develop improvisation skills. Their basis is simple: identify the client's needs and offer a solution that perfectly meets their requests.
Using Scripts in Sales
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There are effective exercises for developing creativity and improvisation skills that require at least two people. In such exercises, you play the role of a salesperson, and your partner says random words that you must integrate into the sale.