How to Earn the Right to Ask For The Order

According to recent marketing studies, 62% of sales people do not earn the right to ask closing questions.
Result: They fail to position the sale properly and don’t gain commitment they DON’T make a sale. Effective telephone marketing calls consist of much more than just introducing yourself, your company and asking for the order.

EARNING THE RIGHT TO ASK FOR AN ORDER

During a recent study conducted by the Sales Board in Minneapolis, Minnesota, it was found that 62% of sales people do not earn the right to ask closing questions.

This study involved 16,000 customers and 300 sales people in over 25 different industries.

Similar marketing research found that the most SUCCESSFUL sales people used a step-by-step approach when talking with prospects. They did NOT jump from step 1 to step 5. They started at Step 1, then went to #2, #3, #4, #5, #6 and then to Step #7 the close. They EARNED the right to ask for the order.

STEP BY STEP

A productive telephone sales call (after you have the buyer on the telephone) includes 7 steps:

(1.) Greeting and introduction

(2.) Connection or attention-getter & reason for calling

(3.) Question relating to a need

(4.) Acknowledge answer

(5.) Sales message & benefit statement

(6.) Respond to objection & restate benefits

(7.) Direct, choice or trial close.

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