5 Reasons Why Jeff Earned the Sale

Posted by Ann Barr in Cold Calling | no responses

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During the time I managed a telephone sales department for an office equipment dealership, and did all the purchasing of imaging supplies, I learned a lot about the purchasing process – and about sales people.

One of the best telesales representatives I met during that time was Jeff, who worked for a well- known wholesaler. At one point, after having purchased a skid of H.P. laser toner cartridges (for resale) from one supplier, I received a phone call from Jeff. He told me his company was having a sale on the same cartridge I had just purchased from the other supplier.

When I told him we had just ordered a skid of these cartridges (from his competitor), he asked how long they would last. He also asked if we would consider buying the next order from his company. When I said “yes,” he asked, specifically: “When will you need to order these again?” I answered, “three months from today,” and he said he would call me two weeks before the three-month date.

Five Reasons Why He Got the Order

1.) Jeff did NOT ask a vague question like, “Do you sell a lot of these cartridges?”

2.) He was very SPECIFIC and asked when we would need to order this product again.

3.) Instead of saying, “I hope you will think of us the next time you need to order,” he asked a great question: “Will you consider ordering from us the next time you need these cartridges?” When I answered, “yes,” he had a definite commitment from me.

And Jeff did NOT make a vague statement like: “I’ll give you a call in a few months.”

4.) He said specifically, “I’ll call you two weeks before you need to order.”

He told me exactly when he would call back, even naming the date. Then he asked, “Okay?” I answered, “Sure, give me a call.” And he did! (Don’t you just love sales people who keep their promises?)

5.) He called exactly when he said he would. He reminded me of our phone conversation and my agreement to consider purchasing the cartridges from his company. (Jeff was not shy :-)

I was so impressed with Jeff’s perseverance and the fact that he kept good records on our account, that I did place the next order with him. After that, we ordered on a regular basis.

Jeff became one of the top salespeople in his company and was later promoted to manage a new department.

I was not surprised.

About The Author

Ann Barr is a telesales marketing success coach with a passion for teaching. She loves helping people who are starting out in new telesales careers and working with experienced sales reps who are looking for new ideas and tips. In addition to presenting monthly e-classes, she writes and edits direct-mail marketing letters and emails for clients. Sign up today for Ann’s free Weekly Sales Tips and get marketing tips and ideas to increase your sales!