STRATEGY

You have been selected because you are the best!

TOG Sales Strategy

It’s made up of 5 action selling steps

Do I like the Salesperson?

Do I like the Company?

Do I like the Product?

Do I like the Price?

Do I want it Now?

SALE!

CALL CONTRO

L Is the key to success

Call control is communicating with our consumers while ensuring we maintain how and where the conversation leads

How we “communicate” will determine the response we receive.

With understanding our Action Selling strategy and incorporating call control techniques we have a recipe for sales success

ACTION 1Do I like the Salesperson? Sell Yourself!

Always be focused and prepared – Never make the customer wait!

Enthusiastically greet the customer – Be Excited!!

Use an Ice-breaker to invite the consumer to engage – Invite conversation!

Speak with confidence – Give them a reason to listen to you!

Step #1: Quick Hello, Identify Gender, Assume the Party!

Hi, Mr. ____!

Step #2: Identify yourself, identify client

This is ____ calling for ____

Step #3: Invite a conversation

Can you hear me okay?

Step #4: Acknowledge the response

Great thanks for taking my call, I’ll be brief

ASSUMING THE PARTY

TOG Sales TechniquesIf the customer is direct, you should be direct

If the customer is easy going, you should be easy going

If the person speaks slowly, you should slow down

ACTION 2Do I like the Company? Sell the Company!

Sound genuinely enthusiastic

Make customer feel special – like a VIP!

Talk slowly and deliberately – let the customer absorb what you are saying

Expect and utilize early interrupts and Q&A

Approximately

of the time

customers don’t really mean

lets us pass over that initial hesitation and

and get us right back into selling

ACTION 3Do I like the Product? Sell the Product!

Pick up the pace – talk with a heightened sense of urgency

Fully disclose terms and conditions as scripted

Make the offer sound simple, easy and fair

Close strong – Assume the Sale!

Be ready for the objection!

Can I?

Would you?

Do you? How does that sound?

ACTION 4Do I like the Price? Overcome the objections!

Approximately

of your sales will come from overcoming objections

that will make a big difference in your paycheck!

Listen and Address customer by name

Empathize with customer by relating and responding appropriately

Resell the benefits

Close!

Close early, often & strong A close is simply a way to ask for something

A close is simply a way to ask for something

Which one can I tell you more about?

Of the magazines you already receive which one would you

like to renew?

You’re still there at 1234 First Street, right?

When we don’t care what the response is, we simply CLOSE by asking

Do you like any of those ____?

I would like to take just a moment of your time if you

don’t mind

How does that sound to you?

As you can see, word choice has a HUGE impact on call control, when you word things assumptively you stay in control.

Offering choices in your close will keep you in control because it forces the customer to make a choice versus just saying yes or no.

With the examples of weak closes, you can see that you are putting the fate of your call in the hands of what the

customer says

Weak Closing

Can I?, Do you?, and Is there?all leave the customer to respond with either a yes or a no.

Logically, after the customer responds with a yes or no, you’re going to have to ask ANOTHER question so why would you want to add yet another question and most likely

another objection to overcome?

Closing EARLY is important because it ensures you

don’t waste your time nor give out too much

information that is unnecessary

why spend 10 minutes explaining the benefits if your

customer isn’t listening or is already wanting to say YES!

Closing EARLY and STRONG gets you to the “meat” of

your call and closer to getting your sale.

ACTION 5Do I need this now? Secure the Sale!

A word for word confirmationrecorded on tape is a quality must

Which assures that the terms of our offer have been accurately communicated and the customer did, in fact, agree to those terms

The confirmation Confirm / Ask for all Customer

information as scripted

Be prepared for questions and objections by using only scripted responses

Absolute Verbatim - (know what’s required!)

Get a clear, positive response to questions

Always be polite and professional

Meeting of the Minds

Are we speaking to the right party?

Does the customer understand they are making a commitment?

Does the customer know exactly what it is they have agreed to do and in fact want to do it?

Are there any questions?