Home Add to Favorite Contact Submit  
             10 August, 2022

Category:  Articles » Business » Sales Teleselling


# 8 Super Success Secret - Make Your Customer A Star

         Views: 1706
2008-04-24 08:11:12     
Article by Stan Billue

First of all realize that the average person would rather talk about him or herself then hear about the 10 most famous people who ever lived. In fact, there are 3 things that people care about the most, which are Themselves, their Job or Career, and their Family. Train yourself to be a great listener and show a sincere interest in your Prospects and Customers. This is the easiest and quickest way to develop Rapport. They will end up "buying" YOU and whatever you represent will go with that Sale.

Here's a few great sayings to remember.
"To be Interesting, you have to be Interested."
"Make a Friend and then Make a Sale."
"They don't care how much we Know until they Know how much we care."

The Mega-Buck Producers will readily admit that the Sale is actually made during Qualifying. This is when you gather the information you need in order to complete the Sale. Although you might believe you are a good listener, most of the time people only hear words and noises and rarely do they intently listen. You see people are normally too busy thinking about what they are going to say as soon as the other person is done talking.

I urge you to develop your listening skills in 3 critical areas:
[1] What they say
[2] How they say it
[3] What they really meant
Of course, if you're not sure, ask them.

The best way to Qualify is to use Instructional Statements. I understand that in Selling 101 we learned about Open and Closed Questions and that Open ones were better since they usually give us more information. However if you need to find out 5 to 10 things during Qualifying, it can end up sounding like a FBI interrogation. Instead, start to use Instructional Statements which are less confrontational and much more conversational. Start using;
"Tell me about . . ." and
"Share with me . . ." and
"Fill me in on . . ." to name a few.

In addition, please realize that these Prospects and Customers have probably been Qualified by many other Salespeople, all of which ask for the same basic information. Through the years many of these Prospects have developed "Scripted Answers" to these "Scripted Questions", which aren't always the whole truth and nothing but the truth. The simple way to get them off of their "Script" is to start using Continuation Phrases. Each and every time they answer a Question or Instructional Statement, before going on to the next subject, try saying;
"Go on" or
"Tell me more" or
"And then what happened" or
"Please continue", etc.
Whatever they say next to explain, justify, or enhance their initial response is the now truth.

An advanced technique is to listen for and use the other person's Favorite Words and Phrases. The average person uses an average of 3 of their Favorite Words or Phrases during each minute of talking. These will be Words of Phrases that we recognize however they aren't necessarily part of our everyday vocabulary. Write them down and the next time you talk with them, feed back their Favorite Words and Phrases. If you ask someone what amount of extra Money would improve their lifestyle and they answer with; "$400 or $500 a month would sure keep the wolves away", when you are doing your Presentation you would say;
"Most people feel that an extra $400 or $500 a month would sure keep the Wolves away, how about you?"
99% of the people that you use this advanced technique with will have no concept what is going on. All they know is that they are starting to feel extremely comfortable with you. Why? Because you're talking their language.

If you're selling any type of Investment, it's absolutely critical that you determine their Hot Button. Oh sure you can open some New Accounts without knowing it, however the odds are that you will never do a bunch of repeat business with them unless you know what they are trying to accomplish with their hard-earned dollars. A phenomenal technique to use is the "Banker Question". You'll need to change the actual amount depending on the Income and Net Worth of your Prospect, however here's how it goes;
"Let's pretend for a moment that your Banker called you tomorrow morning and said that someone had just put $50,000 in your Bank Account and it's all yours, tax-free, however there is a catch. You have to spend every penny by 5 o'clock tomorrow or you loose the entire amount. You can't save it or invest it and you have to go buy something. Now imagine for a minute that you have $50,000, tax-free, all your bills are paid and you have to go buy something. What's the one thing you've always wanted to buy for yourself or your family?"

It might be a Boat, a Cruise, a getaway Home in the Mountains, etc., however whatever they say, you simply say;
"Tell me about it." and listen.
They will now describe it in great detail because that's really what they want to accomplish. You've just discovered their Hot Button.

Another advanced Technique when selling Investments is to ask if they consider themselves to be Conservative or Aggressive. Notice that I didn't say; "are you". Always ask if they "consider" or "see" themselves as being Conservative or Aggressive. It's almost like asking someone if they want you to use Conservative words and phrases or Aggressive ones. Do a little homework in the Dictionary and write down every Conservative and every Aggressive word you can find. As long as it legally fits to describe your Product or Service, use as many of them as you can from the appropriate List. Or you can cheat and use the Lists in Article 3.

Stan Billue, CSP has been called the most Ripped Off, Respected and Referred-to Sales Trainer alive. He has built a 30 year reputation as a recognized expert in Sales Training, Telemarketing, Motivation, Mentoring, Marketing and Copy Writing. Stan has taught more 6 and 7 figure a year Income earning Mega-Buck Sales Pros than any other Trainer and his power-packed Audio and Video programs are sold in over 40 Countries. You can Subscribe to his Free Monthly Newsletter at http://www.stanbillue.com

Specialized in: Sales Training - Telemarketing Training - Telesales - Phone Sales - Marketing - Negotiating - Motivation - Attitude - Self-improvement - Mentoring - Objections - Self-help - Closing Techniques - Referrals - Inspiration - Management - Leadership - Consulting - Dvds - Videos - Free Content
URL: http://www.stanbillue.com
Print article      Bookmark this page
Related Articles 
Tips to Identify the Best Telemarketing Sales Call Center (Popularity: ): When you got an efficient telemarketing call center, your sales have nowhere else to go but up. You will be able to tap more potential customers and at the same time it is easier to retain your current client pool. Staff and Agent SkillsThe amount of time and type of training that the agents and other employees get is very important. They do not only need to speak well but they ...
Why is Telemarketing Legal? (Popularity: ): As annoying as telemarketing can be, these kinds of calls are perfectly legal with the general freedom to advertise, as long as they do so only within certain guidelines set forth by the federal government, which you can find out more about using caller complaint websites. You can find out more about a telemarketer with these services, as well as the experiences that others have had with the same organization.Telemarketers ...
The 3 Worst Mistakes in Lead Generation Voice Broadcasting Messages (Popularity: ): A businessperson using voice broadcasting (automated telemarketing) to generate sales leads must craft a pre-recorded message to produce qualified leads as inexpensively as possible. And the message has a very short time (45 sec. or less) in which to do this.Every word counts. Here are the three worst mistakes we run into, quite often. We're going to use as an example a hypothetical company, Wonderful Web Widgets (WWW) - who ...
The Best Telemarketing Package Has No Guarantee on the Box (Popularity: ): The need for a warm and fuzzy guarantee for everything you purchase has become common place in many of today's product and service markets. This is all fine and dandy if you are buying a car, blender, television or any other physical product. When did businesses and consumers start thinking that everything you purchase automatically comes with a guarantee? In the outsourced sales and telemarketing arena, service providers are approached ...
Why Telemarketers Cannot Call Our Cell Phones (Popularity: ): We would like to think that telemarketers cannot reach us on our cell phones. For one, it could cost us money, and for another, it seems like an even bigger intrusion when they call a phone we have with us at all times. What many have come to realize is that these calls are happening, but it might not be the fault of the telemarketers as much as it is ...

Related Business 
Secret To Success Online (Popularity: ): The secret to success online is traffic. People need to see your page. Drive visitors to your site today with our advertising services and software. Guaranteed visitors, Solo ads, submission software and services and more at affordable prices.
Star Dental | Dental | Dental Hospital in Hyderabad (Popularity: ): Star super specialty dental clinics are formed with the Prime concept of providing the highest quality of dental services at affordable prices through a chain of dental care centers located in the prime centers of andhra pradesh and Star super specialty dental clinics are equipped with the latest equipments & the modern technology in the field dentistry.
BT Super For Life - Superannuation (Popularity: ): BT Super For Life is a way to make super simple. Consolidate your superannuation funds through one online banking facility, so you can tailor your investments at any life stage and easily manage your account with lower your super fees.
W3 Expertz: Flash Website (Popularity: ): W3 Expertz is a leading, innovative web solution provider. We provide need driven web application solutions. Our motto is very simple that to grow by growing others. That means customer success is top priority. We interact regularly to our clients and design best services to meet expectation. We believe in creating sustainable customer value and exceeding their expectations. We believe that the secret to unleashing exponential business growth lies in ...
Houston Web Design Company (Popularity: ): Super Star Solutions, LLC. Super Star Solutions is a Web and Graphic design solutions provider located in Houston, Texas
North Star Financial Management (Popularity: ): At North Star Financial Management, we believe that your business success depends largely on utilizing accurate information. We empower business owners by providing accurate and timely information that help them make important decisions regarding the growth of their business.
Atomic Flea (Popularity: ): Their all-new super-secret web hideout. Minneapolis Counter Revolution.
Cliff's Star Grill (Popularity: ): Since we opened in 2001, Cliff's Star Grill has served up a reputation as one of the premier caterers in the Metroplex. The secret is out...Cliff’s Star Grill is DFW's destination for good ol' Texas Cuisine. From our Stone Oven pizzas to Cliff's authentic Texas cuisine, Cliff's menu does not dissapoint.
Buy Jintropin (Popularity: ): Buy-Jintropin.net has been in business for 6 years straight and running strong! part of the success has revolved around the philosophy of being safe and discrete. Our customers will all attest to the exellent customer service which includes super fast delivery time, and very low- profile packaging.
Carpet Cleaning Minneapolis (Popularity: ): A lot of passionate people contribute to the continued success of ZEROREZ in the Twin Cities. Recently, the Star Tribune celebrated our success with an article about why we do what we do. Click the link below and enjoy!