5. Echo Questions “E” – a. Use echo questions to get more information in a very smooth way. b. Phrase your question the key words from the caller’s last statement. c. Raise the tone of your voice slightly at the end to make the words into a question. Key Points: SELLING SKILLS FROM A to Z 6. Four Killer Words “F” – a. When greeting customers, avoid the four killer words how – “Hi, are you?” b. Use creative alternatives to the conversation. 7. Go Home Ready to Begin “G” – a. Finish the day ready to begin the next day. b. Remember, what you leave today will be waiting for you when you return. 8. Humor “H” – a. When the other party uses humor, respond in kind with gentle humor. b. Be careful to use humor appropriately. 9. Irritates “I” – a. the word “I.” b. Talk with customers from their point of view. 10. Jerry’s Pet Peeve “J” – a. Don’t cement a negative or objection. b. Get details by asking questions. 11. Know Your Objective “K” – a. Be sure you know your objective before call. b. When you know what you want to achieve, you will know when it is accomplished.
5. “E” – Echo Questions a. Use echo questions to get more information in a very smooth way. b. Phrase your question the key words from the caller’s last statement. c. Raise the tone of your voice slightly at the end to make the words into a question. Key Points: SELLING SKILLS FROM A to Z 6. “F” – Four Killer Words a. When greeting customers, avoid the four killer words – “Hi, how are you?” b. Use creative alternatives to the conversation. 7. “G” – Go Home Ready to Begin a. Finish the day ready to begin the next day. b. Remember, what you leave today will be waiting for you when you return. 8. “H” – Humor a. When the other party uses humor, respond in kind with gentle humor. b. Be careful to use humor appropriately. 9. “I” – Irritates a. the word “I.” b. Talk with customers from their point of view. 10. “J” – Jerry’s Pet Peeve a. Don’t cement a negative or objection. b. Get details by asking questions. 11. “K” – Know Your Objective a. Be sure you know your objective before call. b. When you know what you want to achieve, you will know when it is accomplished.
TD6Selling%20Skills%20From%20A%20to%20Z%20wkbk%20FINAL%203.2017.docx