Simplify your sales process
Do you have a clearly defined sales process, or are you just going from call t call and "winging it"? Without a defined process, you're certain to be left behind.
In the profession of selling over the phone, a large portion of your success is going to come from your ability to make a large volume of presentations in order to satisfy your sales requirements and to make the kind of commissions you want. Having a defined and SIMPLE process will save you time as well as save your sanity.
I have had salesmen object to this idea. They assert that every call is unique, every prospect is different and no two conversations are ever the same, so defining a process and sticking to it is just going to be impossible and they prefer to just make it up as they go. it is true that a talented salesman can go from call to call being their most expert and charming self and close deals from time to time, I am not arguing that, however, defining your process does not need to limit the creativity or personality of the salesman. The defined sales process simply provides a framework within which the salesman can communicate their objectives clearly and stay on course, making the most of their time on each call, shortening the length of each presentation, thereby making more room in the workday for a greater number of presentations, and remember, it's all about VOLUME. A larger volume of presentations means more sales which of course will lead to fatter stacks.
I suggest the classic four-part sales process: introduction/big claim, discovery, features/benefits, close. This is nothing earth shattering, I know. Most of us who have spent any time in sales at all have seen this exact process, or at least a similar version taught by sales trainers on just about every sales floor. There is a reason this is the most commonly used sales process: IT WORKS. It is simple, it is teachable and above all, it is repeatable. If you can master this process, your commissions will increase. I have made a multiple six figure income using this exact process over the phone FROM HOME for years now, and I can help you master it. I said it was simple, I never claimed it was easy, so consider scheduling your coaching today.
Let's go get those fat stacks!
~Kat Jack
