Commitment and Closing on the Phone

Yes Tags How many of us have had the local lads round on a Sunday morning, phrasing their question along the lines of:- "I don't suppose you want your car washed?" Our answer will usually be "No, thanks" Rephrased to say:- "You'd like a nice clean car, wouldn't you?" Would stand a lot better chance of success because of the positive attitude mode it puts the customer in. These questions are known as "Yes Tags" and include: Didn't it Isn't it Haven't they Hasn't it Shouldn't it There are hundreds…

Read More

Buying Signals on the Phone

These are strong signs from your customer that they are thinking about owning your product or using your service.  The thought is in their head.  They like what you've said so far, they trust you and your company and are interested. Traffic Lights Let's look at a system to help you gauge the buyer's  position.  Lots of successful salespeople use an imaginary traffic light in their head.  You know the classic red, amber and green. The red light indicates stop.  In a car we do this and in selling we…

Read More

Choosing Your Mood

It's Your Call Working on the telephone, selling things or advising or just taking calls from people...is extremely hazardous to your health and wellbeing. Seriously it is. But you can also be very hazardous to your customers or people we talk to purely by the mood we bring into work with us. Picture this.  Brian has had a terrible night - he had an argument with his partner, and his middle son was very poorly during the night and was up and down like a yo-yo causing poor Brian to…

Read More