Document on how to handle sales calls

Document on how to handle sales calls

1.    Communication Skills:

It is very imperative to master communication skills, whether written or verbal. It includes all forms of communication like letter drafting, telephonic calls, e mail etiquettes. 

Master presentation skills for internal and external meetings. It is must to express your achievements in facts and figures with ability to analyze data. This allows management to take decisions for growth.

Keep positivity in any mode of communications. Irrespective of language and content of conversation, customer should get message that you are interested in his work.

2.    Response time:

Be quick. Good communication skills are waste if you are not swift in responding. New enquiries, quotes, its follow up, after sales calls are to be handled with utmost accuracy. If you don’t, you are normally termed as “over smart” person. Avoiding phone calls, keeping it switch off, not responding to e mails in time are crimes. Refrain from committing it.

3.    Customers calls, a new way to handle them:

Do not keep your communication limited to one deal. Try to create references. Create it by talking about his company, products, competitors. And do not discuss these points just for the heck of it. Be genuinely interested. Ask questions, try to relate his thought process. This will help you to create many references while talking to specific customer and then in market.

You will get very valuable information and it is free of cost.

4.    Triangular working

In todays management jargon, this is called as connecting dots. With point 3, you create plenty of references. Use them for benefit for your spectrum of customers by suggesting them solutions, suppliers. The other two parties will have win-win situation. But you will be the most benefitted. You will have connections with long lasting business relations. You will not only have customers but friends too.

Keep holistic approach.

5.    Be a solution provider

Try to be solution provider than to be a goods or services supplier. In the process, you might lose a PO but you will win customer.

Customer satisfaction to customer delight is tough journey. Being a solution provider makes it easy.

6.    Clear understanding of what customer wants

Ask questions till you are clear of what customer needs, his requirements. Ask questions which are relevant to the subject. Listen to his viewpoints carefully. Answer his questions with fair accuracy. If not aware, stop. Take advice from

others who know about it. And then revert.

Conversation with customer is serious business. Give respect to it.

7.    Perseverance

As someone said, perseverance can win over genius. Be open to refusals from customer. Keep ability to absorb them and also have mindset to turn out refusals in agreement. Don’t give up……ever.

Welcome customers irrespective of his past behavior with you. Probably, you will win this contract on your terms and conditions. Don’t be revengeful, but be affirmative.

Selling goods or services is an art.

There are tools available to enhance skills.

Use skills consistently and inculcate art of selling………even if you are not gifted with this, it can be learnt.

Best luck……….Do not wait for changes to happen in life…….Be a change.