The conclusion to my story…
Last time we discussed how I was speaking with a sales person on the phone and right as I was warming up to her and asking her to tell me a little bit more about her services and fees, she “flipped the switch” and became a sales drone losing all hope of connecting with me and making the sale.
If you didn’t get a chance to read that, you can click here to read
it. Now for the solution:
What should she have done? She should have told me “the story.” She should have taken the time to understand what I was trying to accomplish and then proceeded to paint me a picture about how much better my business would be 1, 2 3 and 6 months from now because I was smart enough to invest in her marketing system. She should have told me success stories about other clients who had used her services and had skyrocketed their sales. She should have made me like her so much that I couldn’t say no! These are just a few of the things she could have done.
But instead of making me understand “the story” and see how I could be a part of it, she mindlessly read features off of a piece of paper. What a waste. Are you making the same mistakes? Are your sales people trained to tell “the story?” Whether you talk to people over the phone, in person or even a fixed medium like direct mail or newspaper ads the concept is the same. If you’re not telling the story, I suggest you walk over to your sales department and anyone
else who has direct contact with customers right this moment and make a few changes.
And if you don’t have a story or you don’t know how best to tell it, give us a call and we’d be glad to help.