Independent Search Solutions Ltd – Sales, Marketing & IT Recruitment
At Independent Search Solutions we like to give our Sales Candidates tips and advice on how best to improve your Selling and ultimately to progress in your Career. Today we are focusing on the Inside Sales Process and how best to close business over the phone.
1) Prospecting: The best advice I can give is listen twice as much as you talk. No one wants to receive a call along the lines of – “Hi, we are abc Ltd and we can supply you with abc at 123 price”. Let the lead tell you what they want and how much they have budgeted.
2) Identify: Are you speaking to the right person? It can be the best pitch in the world but if you are talking with the secretary you are wasting your time
3) Close: Don’t rush the close, ring back if need be, no one likes to be forced into a decision
4) Stand Up: You really do think better on your feet
5) Baby Talk: When you are having a conversation through a phone, there is no eye contact and as such the human brain takes longer to analyse the nature of the conversation. If you speak to fast and fly through your pitch, the prospect will only absorb 25% of the content.
I hope these tips are of some help to the many Inside Sales Executives out there and if you would like to discuss your career within Sales please feel free to get in contact.
Patrick Fitzmaurice
HR & Recruitment Director ISS Ltd
Tel: 00353 (0) 98 238 00
Mobile: 00353 (0) 87 25 35 247
Independent Search Solutions Ltd – Sales, Marketing & IT Recruitment
