|
|
There's
a fine line between being persistent and being obnoxious, and salespeople
sometimes worry they're going too far and pushing themselves right out of
the sale.
Here
are some tips to help you persist without annoying prospects:
-
Deflect
the resistance. If you keep calling and the customer keeps putting
you off, let your customer take the lead. Say "There seems to be
something I've missed. Is there any information I need to know to better
understand the fit between our services and what you're looking
for?" Most customers would rather help you make the sale than feel
like they've been manipulated into it.
-
Learn
as much as you can about the customer.
Gather information that has nothing to do with your goals or objectives,
but rather with theirs. Ask yourself "How much do I know about this
customer? Did I demonstrate to him that I'm willing to put in the extra
effort to earn his business? Do I know anything about this customer on a
personal level, like interests or hobbies that I can relate to?"
Finding answers to these questions is a great way to build a bond and
lower the annoyance factor.
-
Stress
your belief that what you're selling has value for the customer.
The stereotypical salesperson who turns customers off cares only about
her own commission and doesn't care about the customer at all. Customers
who feel like you have their best interests at heart will actually
appreciate your persistent concern.
-
Use
humor. This is a tough one, because
what's funny to one person may not be funny to the next. Often, poking
fun at yourself can break down barriers. You might joke "It says in
my sales manual that customers say no six times before saying yes. This
is my seventh call, and you're still saying no. Didn't you read the
manual?" It's difficult for a customer to get mad when they're
laughing at what you've said.
-
Don't
get desperate. At the end of the day
when you're ready to go home, make a few more calls. The more activity
you have going on, the less likely you are to be desperate to make a
sale. When you're desperate, you can easily cross the line between being
persistent and being obnoxious. That's when customers know you're
interested only in getting the deal. When you have enough activity going
on, you can make the decision to move away from a sale that doesn't
match the customer's needs.
|
