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Why should this customer do business with me?
Why should this customer do business with me? is the key question when you place a sales call. The answer must be a benefit to the customer. The customer should do business with you because you will make him feel good, or you will solve his problem, or both. Business benefit, often interlinked with personal benefit, is a must. If the benefit makes customer feel good, then, for example, the effective furnace salesperson’s answer might be “The customer will get warm, cozy rooms”, while ineffective salesperson thinks the customer is buying BTUs. You should answer the question by calculating what economic benefit the product will give the customer and by calculating the consequences to the customer of not going with the recommended product. If your product solves a problem then the answer to the question should be phrased in dollars and cents. This discipline is known as “dollarization”. |
Dollarization
Dollar sign
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Thanks for sharing your intel. I remembered trying telemarketing a discount health plan a couple of years ago. I did get about one client per 250 cold calls. I was also critiqued by a couple of those cold calls. One asked me questions to ensure they were talking to a real human, another asked me if I was a member of the heath plan and if I liked it. The critiques helped me improve on my call delivery and I was glad that I was actually a client of the health plan; however, I became turned off from the business when a fellow marketer complained about not receiving earnings which promt me to researching the company to find more disappointing information. There is an upside to the experience, I have several hundred pages telephone numbers that is being processed into business leads.
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This intel was contributed by SalePerson
SalePerson
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May, 2012
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