In the example stated previously, our future customers “DESIRABLE STATE” was as stated below:
Sales team has a crystal-clear picture around the right sales activities they need to perform daily.
In fact, they have a new sales success habit set, which drives them to consistently perform all the right sales activities.
Their new sales success habit set supports them to consistently achieve their sales targets, which frees up the sales leadership to become leaders and coaches.
The sales coaching and leadership support, will also aid your sales team to keep improving their performance.
This all adds up to a far more successful sales team and improved sales performance.
Using the info from the statement, you created, similar to the one above, create a conversation map, which will help you to engage your future customer and allow for conversation rather than a one-way monologue.
The secret to make this work for you is to aim to speak no longer than 30 – 45 seconds at a time, before asking and open-ended question to get a response from your future customer.
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Research shows that successful “GOLD TELEPHONE CALLS” – ones that resulted in a meeting went as follows:
Intro, where interest peaked lasted between 5 – 8 seconds
Sales professional spoke most of the time during the next 3 – 5 minutes. (This is opposite to a Face-to Face meeting where the customer should speak about 60 % of the time). Although you speak most of the time, don’t forget to ask open ended questions, every 30 – 45 seconds.
The calls were not about “DISCOVERY”, but were rather designed to show meaningful value, so that the future customer would agree to a meeting. (Speak to the more desirable state after they choose to work with your organisation)
Research shows that Unsuccessful calls are ended in less than three minutes, whilst successful calls lasted almost six minutes. (If you can keep your future customer interested, by speaking to their more desirable state, rather than what your products does, you have a far greater chance of arranging a meeting with them)
The sales person spends about 60 % of the time speaking and 40 % listening. (This is exactly opposite of what works during a Face-to-Face meetings)
They included longer monologues of around 45 seconds, which were designed to show “VALUE”. (They spoke to the future customers, more desirable state, after utilising your product or service)
Research shows that, successful “GOLD PHONE CALLS”, consisted of 70 % more monologues than unsuccessful ones.
The secret to a successful “GOLD TELEPHONE CALL” is to show enough value, to earn the right to ask questions and ultimately you then get to ask the most important question of all, namely,
“WHEN CAN I ARRANGE TO MEET WITH YOU”?
Describe your conversation map below:
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.
Grading can be reviewed and adjusted.
Grading can be reviewed and adjusted.
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