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| "No-Push" Selling by Phone Training |
What is the "no-push" way of selling?
The no-push way of selling uses an unscripted way of having conversations with prospective clients. The sales person attempts to engage in a conversation with a client to establish whether his/her product or service solves problems from the clients perspective or not.
The philosophy depends on trusting relationships. Sales people know that when trust is broken the clients will not exchange information.
Things that will break trust will include the following:
- One sided messages such as: We are the best, the cheapest, the fastest, the most highly rated etc.
- Being presumptuous
- Wanting to do a presentation when no need has been established
- Asking too many probing questions early on in a conversation
- Jumping to a close on what the sales person interprets as a buying signal
- Hype and over-eagerness from the sales person's side
- Using persuasive techniques
- Asking questions to which the obvious answer is yes
Does it work?
In one outbound selling call centre sales improved by 37% over the obsolete manipulative/push way of selling.
In another outbound call centre, sales staff are able to secure clients agreements to examine a proposal in 4.5 cases out of 10.
Even during the current financial crunch a call centre selling financial products is achieving 100% of their sales target!
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