Sales Calls – Automatic Turn-offs?

You’ve received them too…the obvious business sales calls.

If you automatically turn off and tune out when you sense you are being pressured to buy, you are in the great majority.

As a sales rep calling on new clients, how do you overcome this natural resistance to being sold something over the phone?

Think it through from your own perspective. Your dinner is interrupted by a car insurance salesman. Would you be more likely to pay attention if he were to launch immediately into why his program is better/cheaper or if he taps into your real concern about accidents with your newly licensed teenager at the wheel?

The sales rep who can identify what is bothering a customer and, only then, provide effective solutions is the sales rep who can turn a customer from a non-listener to a potential buyer.

Another key to success is a salesperson’s sales skill at gentle discovery: asking questions, listening carefully to the answers and demonstrating a focus on customer needs, not just scoring another sale.