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Topics Covered: <a href='/resources/search/?query=Tips and techniques'>Tips and techniques</a> | <a href='/resources/search/?query=Questioning'>Questioning</a> | <a href='/resources/search/?query=Telephone selling'>Telephone selling</a>
Sales Strategy
Jim Domanski

Not all tele-sales calls end with a sale. Depending on your product, the market, and the price your sales call might have a longer sales cycle. But the longer the sales cycle the more time it takes to meet your objectives and make your commissions.

Here are some excellent QUESTIONS that get your client to take some sort of action.

1. How can we make this work?

Talk about a brilliant question! Use this question after you have done your needs analysis and you've presented your solution. It's brilliant because it can act as an actual close or it can act is a propellant to get the sale moving. Either way, the question creates momentum.

2. What do you see as the next steps?

This is another superb question because it gets the client to open up and elaborate on what must happen for the sale to continue. In effect, you are getting the prospect to give you a road map to close the sale. For example, the prospect might tell you that they need a proposal, that the proposal goes to a committee of three whose names are ____ and that the final say on the sale rests on Mr. Big. In one fell swoop you not only have the process for buying but you also have the three influencers and the final decision maker.

3. How would you like to proceed?

Here's yet another open ended question that gets the prospect to tell you how momentum will continue. Peel back the onion a bit and you'll also discover that this question can help garner a buying signal. It's a test close, plain and simple. If the client gives you specifics on how they wish to 'proceed with the sale' they are, in effect, giving you an indication that they want to buy.

4. What do you need to feel comfortable to continue forward?

This question more or less screams "I am in your corner.' You are empathizing with the client and he'll sense it because you are appealing to the emotional side of the buying equation. By asking what make him feel comfortable, you are really asking for any objections or concerns. Once those are laid open, you now have the formula to proceed with the sale.

5. To keep the momentum going, why don't we set up a telephone appointment for Thursday morning, at, say 8:15 and we can review the proposal in detail and determine the next steps if any.

This approach is often called the "advance" because it moves a sale forward by getting the prospect to commit to an action (review the proposal) by a given date and time (Thursday, 8:15 a.m.) If the client agrees to this action, date and time she's engaged. And that's a good thing.


Moving the sale forward is as easy as asking for a 'road map.' Get the client to tell you what needs to by done simply by asking. Try these questions and get a move on!

About the Author:
Jim Domanski is president of Teleconcepts Consulting and works with companies and individuals who struggle to use the telephone more effectively. Author of four highly regarded books on tele-selling, Jim has provided training and consulting to audiences, universities, and clients through the US, Canada and Europe.
About the author: 468

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