The little thing called Sales

There are many sales agents who believe they can close any deal through nothing but glib talk and through the Art of Persuasion. Yes, that may have worked in the movie Glengarry Glen Ross – in fact many sales agents pick their idea of salesmanship from the admittedly brilliant David Mamet film – but it doesn’t always work like that in real life.

As Stephan Schiffman, a corporate sales trainer based in New York and who has written the bestseller “Cold Calling Techniques (That Really Work!)” says, you should plan ahead. You should think about who you would be calling and when you would be making the calls. You should plan your questions before making the calls and stick to a particular routine while making them.

No, a salesperson does not have to be an extrovert at all – he or she does not have to be an entertainer or have the characteristics of a TV anchor to create rapport with the consumer and built trust. A salesperson of today should do what great customer service reps of a bygone era used to – ask relevant, pertinent questions, and listen to the customer’s answers.

Many people are searching for tourism and travel using their mobile phones. One of the best ways to promote your services is through a direct message to newsletter subscribers. These are individuals that have voluntarily signed to receive your information, and the likelihood of them reading about your promotion is higher than other marketing communication. And since most of your customers own a mobile phone, the chances of them reading the newsletter are even higher. According to a survey conducted by security app Lookout, 58 percent of U.S. smartphone owners check their phones at least every hour.

Art Sobczak, author of the bestseller on cold calling, “Smart Calling: Eliminate the Fear, Failure and Rejection From Cold Calling” says you should ask a plenty of questions before making your sales pitch. You should find out what interests your prospects and what motivates him or her. Find out about your prospect’s business needs. As Mr. Sobczak says, “People don’t care about you. All they care about is what you can do for them.”

Passion is important and so are exemplary customer service skills. It’s no longer about talking to the customer, but listening to her. Listen to what the customer says about a product, wait for her to make her points and then, once she is finished and once you have truly understood her issues, that’s when you express your opinion about the product or service and lead her in the way you want – so that you succeed in making the sale.

It helps to browse a prospect’s LinkedIn page and find out common connections you have with him or her. Ask the common contact for permission to use their names and during your call with the prospect mention the contact’s name as a referrer.

It is most likely that your first call will go to the voice mail. But using a common contact’s name will increase your chances of getting a call back. As author Sam Richter says, “You’re almost always going to get a call back when you have a referral that you mention by name.”