Telesalestips for the week 19-04-99

How to Skillfully Make Up People's Minds

We all know there is more involved in getting people to say "yes" than meets the eye. There are several techniques and methods which greatly increase the chances of a customer saying "yes" to you. Getting customers to say "yes" means getting them to do what you want them to do for their benefit. The more times you get a customer to say "yes" during a presentation the less likely and less able they are to say "no" when you ask them for the sale.Customers' levels of enthusiasm increases by saying "yes."

First give customers a reason to say "yes" to you
Everything in this world is done for a reason. So if you want your customer to buy from you, give them a reason why they should buy from you. However, be sure the reasons you give them are their reasons, meaning reasons to their advantage and benefit. Tell the customer they will benefit by doing what you want them to do.

Ask "yes " questions
When you are trying to get people to say "yes" to you, first get them into a "yes" frame of mind. This can be done by asking them 2 or 3 questions. For example,
1. "I am sure you and your family want to take advantage of our special price, don't you?"
2. "You want to get best value for your money don't you?"
3. "You love the red colour, don't you?"

Always give people a choice between 2 "yesses"
What this means is getting people to choose between saying "yes" to you one way or saying "yes" to you another way. Either way they choose, they are saying "yes" to you. For example.
1. "Do you like the teal colour or the charcoal grey?"
2. "Do you want me to send the technician to you today or tomorrow?"

Sales Thought of The Week
"The Quality time spent on the phone determines the Quality of your life." W.Saga

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