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Standards of Conduct
Common Questions and Answers
First, let’s start with the real problem which is that most sales reps just don’t know how to really engage and talk to people. That’s really the bottom line. Most sales reps are more interested in pitching their products or services and don’t treat the people they are speaking with like people. A long time ago, my first sales manager gave me a great lesson in how to talk to and treat people. He said, “People are just people. They are just like you. They want to be respected, they want to be listened to, and they don’t want to be sold to. Show a real interest in them and treat them with kindness and you’ll go a long way…
What’s so interesting, however, is that although this sounds so easy to do, for some reason, sales reps seem afraid to engage and ask questions of prospects because they think that as soon as they give them an opening they are going to get the door shut in their face. Most aren’t going to be interested – as we know – but many are. The way to deal with both of them is to learn how to engage and just talk to them.
This doesn’t work. This doesn’t engage the person on the other end of the phone. You absolutely must give the other person a chance to respond to you before you continue.
“Hi is that ________? Hi _________, this is _______ _______ with ___________, how’s your Monday (or day of the week) going so far?”
Now I know it sounds like the same thing but it is not. First, no one is saying it, and because you’re talking about the current day they are in, you can almost hear them think about their day and answer honestly. If they ask you how your Monday is going as well, always thank them for asking first before you move into your script.
Again, this may seem like a small technique, but it makes a BIG impact.
“__________, briefly, the reason I’m calling you is that I see on LinkedIn that you run an inside sales department and I was just wondering how often you work with outside trainers or consultants to help you improve your results?”
The key here is to get them involved in the conversation early – even if you fear a negative response. And ALWAYS hit your mute button and let them talk…
“No problem _________. Please realize that I’m not calling to sell you anything today, rather, I’m just calling to see if what we have might be a good fit for you and if I can help you down the line. Let me ask you….”
Do you see how this doesn’t push back on them? Using a response like this will get you much further than challenging them as so many sales reps still tend to do.
By using the above techniques (and developing many more), you’ll begin to actually have conversations with the people you speak with and you’ll differentiate yourself from the hundreds of other sales reps who are pitching and annoying them. This will make their day, and yours, much more enjoyable and profitable.
About the author
Do you have an underperforming inside sales team? Talk to Mike to see how he can help you and your team reach your revenue goals. To learn more about Mike, visit his website: http://www.MrInsideSales.com