Finding
Out Why a Potential Customer is Calling On
You ©
Michael
Losier
Our
challenge as the business owner/sales person
answering the telephone, is to build rapport
with the caller quickly and easily.
In
most cases, the caller has been told
something about you and your product or
service. It is your job to find out what
exactly they are calling about ‚ without
asking that question directly. Most
businesses have a number of products or
services that they offer. Talking about all
of your products and services to the caller
may be a waste of time as they may be
interested in only one area. How can you
find out what specifically they are calling
about.
Here
is a question you can ask that will give you
a clear indication of what problem they are
wanting you to solve with your product or
service.
"What
was it about the (business card, ad,
material, brochure, etc.) that attracted
your attention?" or "What
was it that Bill (the person who referred
you to the caller) said that made you decide
to call?"
The
persons answer to this question will reveal
what their problem or need is. Your job here
is to listen ‚ listen 80% of the time and
ask good questions the other 20% of the
time.
Once
you have heard why the person is calling
then you can direct your attention to
solving their problem. This will maximize
your time with then and increase you chances
of successful sale.
Practice
this with a colleague and see and feel how
natural this question can be for you.
