BACK TO BASICS

BACK TO BASICS
CHECK YOUR ATTITUDE. Is yours worth catching?
Selling is a transferred enthusiasm.
Today’s best sales people see themselves as problem solvers, not vendors. They see success not only by the sales volume but by Customer Satisfaction. The real sales man should learn the art of communication and Motivation.
CHECK YOUR DRIVE. Set goals for personal achievement.
Extrinsic and intrinsic Factors
How do you develop or motivate Call Center Agents to do better in sales?
Incentives wise, ACGOC provides good incentives program for their Call Center Agents who perform well in their sales. Furthermore, the Call Center Agents are also intrinsically motivated in making good sales as part of their personal goals. One’s performance is always dependent on motivation – be it intrinsic or extrinsic one. Knowing what motivates you is a good thing. It sets you to become better in what you are doing. It gives you the necessary “push” to be competent like the others.
Extrinsic Factors – Outside factors such as incentives, commissions
Intrinsic Factors – Internal Factors such as personal fulfillment
Get some success to start the day.
Celebrate small victories.
Success breeds success.
Plan the night before.
Have a positive expectation.
CHECK YOUR CONFIDENCE
Have a TOTAL belief in your product.
Uncertainty breeds uncertainty.
Knowledge brings confidence.
CHECK YOUR LISTENING SKILLS
Do not just hear what your customer is saying – listen actively, meaning understand and do something about their concern.
CHECK YOUR VERBAL AND VOCAL SKILLS
The telephone is non-visual. Callers can not see you – you can’t see them. Use your voice to make the right impression.
VERBAL BUYING SIGNALS
Throughout the presentation, you should be listening for buying signals asking the right questions leading to a sale. Also, you must be prepared to hear “NO” and continue selling, for “YES” is sure to follow.
Examples of buying signals:
Can I get a sample first?
What is delivery like?
That’s good.
Do you have it in pink?
FEATURES – ADVANTAGE – BENEFITS
Sale is a matter of knowing what to say.
Talk about benefits rather than just features. Benefits talk about the help that your product can give to your customers. Selling is people business. Selling is about establishing and maintaining mutually profitable relationships.