Sales Tips | From The Heart Sales Training Blog

How To Get Clients To Take Immediate Action

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Are you tired of excuses? Looking for a technique to get people to take immediate action?

Are prospects saying things to you like: “I’ll think it over and get back to you?” “I need to talk it over with my wife.” “Call me next week and we’ll set up an appointment.”

Then create a sense of urgency and get your clients to want what you have now!

The first step in getting people to take immediate action is for them to perceive your product or service as being in demand or in limited supply. People want what is “hot” right now.

Psychologists have proven, people find more value in things they have a difficult time obtaining. If you’re told you can’t have something, you want it even more.

Infomercials tell you that if you call now they will give you another one free or knock $20 of the original price. Shopping networks use a time limit or tell you they only have so many left. Marketers know how to create a sense of urgency.

Have you noticed when you are starving for new business you have an attitude that you would do anything to get business. You make promises you normally wouldn’t make. You’re practically on your knees begging them to do business with you. You can feel it and so can your customers.

They see the look in your eyes and hear the tone of your voice and will do anything to get rid of you.

People figure if you’re desperate for business then you must not be any good, because if you were you would be in high demand. People want to do business with successful people.

How do you put this technique in action and create a sense of urgency?

First, don’t be so accessible. Make it difficult for people to get an appointment with you. What I mean is, don’t say I can do it any day this week. Instead use a more persuasive technique by saying, I’m very busy this week, however, I might be able to squeeze you in.

Give them a deadline. If people think they have unlimited time to make a decision about your product or service they will stall and procrastinate. Set a time limit for your offer and stick to it.

Be selective about who you work with. Set standards for the type of client you are willing to work with. You will give people the impression that you are busy and that you don’t work with just any one. Some people will even go out of their way to conform to your standards to work with you.

Use the technique of “take away selling”. What I mean is say something like, I’m not sure that our product is right for you. Or maybe our service isn’t the right match for your company. Remember, people want what they can’t have. By taking it away from them they will search for reasons why they want it now.

Creating a sense of urgency in sales is a win - win for both you and the client. For the client it helps to move them to make a decision to buy something they wanted anyway. For you, it means more sales and the sense of accomplishment for moving people to make a decision that will benefit them.

Tags: sales, sales techniques, sales tips, sales training by Jim
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How To Get Face To Face Over The Phone

Image via Wikipedia One disadvantage of selling by telephone is the lack of face to face contact. Mastering this phone skill will give you an advantage over most sales people.

When you are sitting with a prospect it’s much easier to read their body language. You can see the look on their face when they’re confused about something you said. You can see the delight when you hit a hot button for them. You can read the shifts in their body as they respond to your every word. Non verbal communication is missing when you sell by phone.

Selling over the phone puts you at a huge disadvantage because numerous studies have shown that 55% of what we communicate is non verbal. This phone skill will give you back that advantage you might have lost.

Asking The Right Questions

By asking questions that solicit a response from your prospect you will get an idea of what’s going on inside the prospects mind. Normally you ask these questions during your presentation or while answering objections.

Let’s say you are describing how your product or service will benefit the prospect and you haven’t gotten any kind of verbal response from them. This is the time to ask a question like:

* Does that make sense to you?
* How does that sound?
* Are you with me so far?

If you are answering a question or concern you should ask a question that verifies that you have handled their objection, such as …

* Does that answer your question?

You’re looking for feedback from them so you can see what they are thinking and know how to proceed.

Let Your Ears Become Your Eyes

The second part of this phone skill is to listen carefully to their responses to your presentation and your questions. When you ask a question, shut up and listen.

Listen for two things. First what they say. When you get a response listen very carefully to the words they use and analyze and question them until you’re clear what they are saying. Second, listen to the tone of their voice. Approximately 84% of what we communicate via the telephone is through the tone of our voice. If they answer a question one way, however the tone of their voice indicates something else. Stop and question further to get clarification until moving forward. Say something like…

* It sounds like you still have a concern.

This will show them that you’re indeed paying attention and will get them to further clarify their position. If you get a very positive response with an I’m with you tone in their voice, you have a buying signal and should move forward with confidence.

Master this phone skill. By asking the right questions and letting yours ears become your eyes you will find your closing ratio on the phone will increase and so will your sales.