Unfortunately, professional termination is not one of the things that many sellers do Power. Although essential for acquiring new customers, regular acquisition is often neglected. But courageously making calls and making appointments can be learned.
- Regular customers alone are not enough
- Growth options thanks to new customers
- Why sellers hesitate in scheduling
- New customer acquisition takes time
- She manages the termination on the phone
- Conclusion: customers always buy! The only question is "By whom?"
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Regular customers alone are not enough
Interestingly, accept both Seller as well as employers, the latent neglect of regular appointments to acquire new customers. They are content with their regular customers.
But there are serious competitors everywhere. And they're probably fighting for those very Preferred Customers. After all, the best customers of the one at the same time the desired or target customers of the other.
Growth options thanks to new customers
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Customers are realigning themselves and have no or clear less need for previous services. Business growth options are also closely linked to new customers. If the market or the Industry, in which provider and Customer move, then a growth only possible by acquiring new customers.
Why sellers hesitate in scheduling
Acquiring new customers is one of the Tasks of each seller. However, since staying power is required to acquire interesting new customers, the Success not so for the seller fast tangible, like selling something to a good existing customer and the Turnover right in his books.
With a new customer it can be from the first Contact It can take a few months or even years before the first sale is made. Many sellers don't have enough Endurance and capacity for suffering. Of course it would be nice to write an order right at the first contact. But this is rarely the case.
New customer acquisition takes time
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If a salesperson calls ten potential customers to make an appointment and he only gets nos, self-esteem and Fun quickly in the basement. In the internal dialogue, justifications such as "I'm not good at acquiring new customers!" or "Do I need that at all - I'm making enough sales?!"
Sellers assume responsibility when they expect the marketing department to create new ones with campaigns. Above all, one thing must never be forgotten: acquiring new customers takes time! Often salespeople are told by their supervisors with bureaucracy and firefighting missions ("Bring the goods to the customer!") And then get into trouble if they do not reach certain daily sales.
She manages the termination on the phone
Termination can be learned. The following five-point plan supports successful telephone acquisition:
1. Before the call, the seller must have a concrete idea
He needs to know why he is relevant to the called potential customer. He must have a plausible answer to why it is worthwhile to sit down with him from the customer's point of view.
Sellers need to be able to communicate clear benefits and added value in a nutshell. Otherwise they provoke rejection.
2. Who wants to make appointments must not be disappointed immediately, just because he hears a no
If every potential customer were to fulfill the desire for an appointment immediately, their own customers would probably be with another provider overnight.
3. Success pressure prevents appointments
If you want to make appointments because you absolutely have to have appointments, you have one Problem. Because if you desperately need sales, you cannot communicate confidently. The danger is far too great to appear begging, dominant or otherwise inappropriate.
It makes a big difference whether the caller has the attitude "I need the appointment, otherwise I will starve" or "Come to my home World, I have much to offer you".
4. New customer acquisition must be planned ...
... and should not be limited to just when there is time. Your own goals depend on whether one hour is invested daily or only once a week.
If you calculate backwards how many personal appointments are necessary to get an order of the desired scope and also consider how many calls are necessary to how many potential customers, you can roughly estimate how many Engagement and time he needs.
5. Practice creates masters
Professional athletes train every day, even if they rarely compete. Salespeople are far more arrogant. Many believe that they do not exercise and self-reflection because they have been salespeople long enough. Others always use the same conversation starter.
But not all customers rely on the same reasoning, they have different goals, desires and expectations. Salespeople who take their job seriously reflect each conversation with the question, "What do I learn from it?" In order to become increasingly confident in their sales goals.
Conclusion: customers always buy! The only question is "By whom?"
In practice, too little time is usually scheduled for scheduling. Everyday business deters from the necessary acquisition or serves as a welcome excuse. Sellers need to learn to schedule again regularly to systematically acquire.
Executives should support and encourage them to do so. If done consistently, termination turns out to be not that bad. Often providers only have wrong beliefs in the Head. Until these are breached, sellers are far too defensive. This unintentionally strengthens the competition. Because customers always buy! The only question is: by whom?
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