How to use the ties to build momentum
I don’t know why links aren’t used more by sales reps selling over the phone. They perform several important functions, including:
Getting confirmation that the point you just made was understood and accepted by your prospect. This is especially important when selling over the phone, as you have no physical clues to tell you how it’s going.
Using ties is also a tool to build that important momentum. If the prospect continues to agree with you, then you can feel confident at the end of asking for the sale.
Links also give your prospect a chance to engage with you – when you use one, you actually have to wait for them to respond.
Using links also gives you control over the flow of the conversation. Remember that whoever asks a question is in control.
There are many other valuable reasons to use links, but let’s take a look at some of the most effective ones and see what situations they work best in:
#1: Whenever your prospect asks you a buying question (and every question a prospect asks you is a buying question), after you answer it, you should use a link. Examples:
If a prospect asks you how much something is after you’ve given them the price, you can use one of these bindings:
“How does that price sound?”
OR
“Is that what you wanted to spend today?”
OR
“How does that compare to what you’re paying now?”
OR
“Is this within your budget?”
OR
“That’s a great value today and I’d take as much as I can at that price – how much should I send you today?” (Okay, that’s closing, but I couldn’t help it! See how tying can lead to closing?)
If a potential customer asks a question about a feature or benefit, use one of the following:
“Do you see how that works?”
OR
“Is there any logic to that?”
OR, better:
“How would you use this?”
OR
“Do you understand how that works?”
OR
“I think that’s a great benefit – what about you?”
If a prospect makes a statement that seems negative, use:
“How did you come to this?”
OR
“Compared to what?”
OR
– What exactly do you mean?
OR
“How is your current provider handling this?”
#2: Use ties throughout your presentation. Most sales reps move through their presentations and use too few links or check-ins. And when they do, they are usually closed, which makes their perspective reveal little. Use these more open links to engage AND learn important purchase motivations:
“This is how we manage leads…now tell me how you’re going to get the most out of them?”
OR
“That’s one of our biggest selling points…tell me: how will this affect the way you do things now?”
OR
“Do you see how that works?” – And then: “How can this work for you?”
OR
“Are you there with me?” – And then: “What questions do you have?”
OR
“That’s a nice feature, don’t you think?” – And then: “How will it work for you?”
OR
“Does this sound like it might work for you?” (Okay, here I go again! See how after a few alignments it’s only natural to start closing?)
#3: General links are useful at any point in your presentation. Customize any of these to fit your product/service:
“What do you think of it so far?”
OR
“Would this location work for you?”
OR
“How many locations will this work for?”
OR
“How many departments would like one of these too?”
OR
“That’s pretty special, isn’t it?”
OR
“See why this is so popular?”
OR
“Tell me, will this be in your budget?”
OR
“Most people like this – how does that sound to you?”
OR
“Will this work?”
OR
“What else do you need to know?”
OR
— What other field are you interested in?
OR
“Would this be a killer deal for you?”
OR
“Would that be enough to move forward with this?”
OR
“Tell me: how close are you to wanting to move forward with this?” (There we go again!)
Let me reiterate that using links gives you the information you don’t have because you can’t see your prospect’s reaction (because you’re selling over the phone). That’s why it’s extremely important to start using more of the above links during every conversation. Remember, the more you can get your prospect talking, the more you’ll learn what it will take to close…
Copyright (c) 2015 Mr. Inside Sales
#ties #build #momentum