Back-to-Basics
Recession Relief by tapping into the “Open” Market - directly

Regarding business-to-business sales, very very few NEW sales… meaning a sale to a buyer you have never worked with before; and who is NOT a referral from an existing client, friend, or family member, will result without at least one conversation over the phone.  Couple that with the buyer’s need to develop a bridge of trust before he can make the final buying decision and you have the first two good reasons to start employing your telephone as a marketing tool.

Of course the first concern is that “telemarketing” has left us all with such a bad taste for the effort, whether you are considering employing telephone solicitation or if you have been subject to receive these types of calls.   Yet, the misuse of anything does not make the thing bad, right?  For example, a knife is a very essential tool in the kitchen. Yet a knife can be used for criminal activity. So, clearly the user carries the responsibility.

One of the major reasons that the telephone is misused in the sales process is more often due to a lack of understanding of the proper use of the tool within that application.  Most people think that because they know how to use a telephone to communicate with friends, family and colleagues; that they also know how to use the phone for sales and marketing.

The truth is that the telephone as a sales & marketing tool is as different as it would be for you to drive your car in a professional car race.  Do you think you’d survive, let alone win?  Yet you’ve probably been driving for a long time. You’ve passed the test required for a driver’s license and you have years of experience…

The other major reason people misuse the telephone in sales is because they approach the process from the perspective of what is in the best interest of themselves. ie: “what will it take to close the sale”  In fact, most sales training programs are based upon superficial manipulations that may include suggestions such as wearing stimulating colors; mirroring body language; and memorizing a series of “test closes” to eventually wear the “opponent” down to ultimately close the sale.

More sophisticated sales training may include “problem solving” after they batter you with a series of questions to identify “the pain.”  At least at this level the salesperson is actually focused on helping; and, it is actually beneficial if the offering is truly the answer to real problems and is not just being “spinned” to merely appear to be the solution.

Again, the truth is that the human brain is just another computer. If you understand the necessary code, you can open channels for changes in behavior; changes that would include you as their newest supplier.

In addition, human nature is so finite… it can come up with only so many objections and then you’ll find that you are hearing the same concerns over and over again.

Please understand, the Back-to-Basics program is NOT a “quick fix.”  While you will realize immediate increase in opportunity to present your product or service and you will increase sales; the real value becomes most evident in the second year; because, it takes about one year for the user to become totally proficient with the techniques.  Your industry’s buying cycle will also have an affect upon the speed at which you will realize the fullest potential of the return on the investment.

And by “return on investment” I mean to include not only the cost of the training, but also the cost of maintaining a sales person who is not closing sales at first along with the supporting advertising you may want to include to supplement the telephone effort.

Call Alternatives Unlimited Inc. today to learn more about this….

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