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Casual Articles - Six Simple Steps for Getting More Applications
Success of a project when developed by an offshore provider is largely dependent on the way the project is remotely managed from the client’s side. If you hope to make a project successful with very little input from your end as a customer, it is unlikely that the project will achieve success in the long term. The basic reason is very simple: you know your business requirements best. Software services companies working in another part of the world can only develop a solution based on the input provided by you.Fairly large projects have a dedica
4. Make your pitch
*Now that you have gathered all of the appropriate information, you are ready to make your pitch. Start by saying something in the area of based on what we have discussed this ev
This article distinguishes proactive selling from reactive selling and illustrates the technique and benefits associated with proactive selling.Are you getting “no’s” bleed from customers saying no too often? Try asking questions that can’t be answered with a no. Try proactive selling.Reactive SellingMuch of the time, we adopt a reactive posture with our customers. We “lob” a statement or benefit over the fence and wait for the customers to respond to the statement or benefit. Then we react to their response. Reactive statements
Knowing that my pathetic tag line wasn’t going to cut it, I knew that I would have to change my approach.
Over time, through trial and error, and a whole lot of sales training, I was able to incorporate my own six step process for making a sales call. Keep in mind that this approach works just as well face to face as it does over the phone, and can be used in many situations, not just selling mortgages.
Follow these six simple steps, and you’ll be on your way to taking more apps.
1. Be prepared
* Have a clean desk, a clean desk is proven to provide a less stressful work environment. Plus this way you won’t be searching for that elusive pen.
* Have everything you need at your fingertips. ie; pens, pencils, calculator, scrap paper, computer on, and of course a blank application.
* Not having all of the necessities readily available, leads to having to find them, and having to find them leads to dead air, dead air can kill a conversation.
2. The personal touch
* Once you have your customer on the phone, and have introduced yourself, it is important that you relax them. Engage them in small talk about something other than a mortgage, ie; the obvious one, the weather, if a dog is barking in the background, ask about the dog, people love to talk about their pets, etc., etc. This technique gets them talking and gives the conversation a personal tone that will last throughout, and once the conversation turns to business it becomes all the more easy.
3. Make your assessment
* Ask probing questions, find out exactly what it is your customer is looking for, if they are unsure, you can help to educate them. Also, ask open-ended questions. An example of this would be; Tell me more about why you have decided to refinance your home? The tell me more part of the question forces them to go into greater detail than just a one word answer. These techniques will help you come to assessment of just what product or program best fits your customer’s needs.
4. Make your pitch
*Now that you have gathered all of the appropriate information, you are ready to make your pitch. Start by saying something in the area of based on what we have discussed this eve
A popular trend taking hold of many different companies is the practice of call center outsourcing. There are numerous well known businesses that use outsourcing for their call centers for various reasons. Although the term may be used often when referring to company customer service, many still do not know what the act actually consists of.Let's take a look at the word outsourcing. In basically refers to the act of sourcing your work to others outside of your company. In the larger scheme of things, it can also serve as a reference to the subc
Over time, through trial and error, and a whole lot of sales training, I was able to incorporate my own six step process for making a sales call. Keep in mind that this approach works just as well face to face as it does over the phone, and can be used in many situations, not just selling mortgages.
Follow these six simple steps, and you’ll be on your way to taking more apps.
1. Be prepared
* Have a clean desk, a clean desk is proven to provide a less stressful work environment. Plus this way you won’t be searching for that elusive pen.
* Have everything you need at your fingertips. ie; pens, pencils, calculator, scrap paper, computer on, and of course a blank application.
* Not having all of the necessities readily available, leads to having to find them, and having to find them leads to dead air, dead air can kill a conversation.
2. The personal touch
* Once you have your customer on the phone, and have introduced yourself, it is important that you relax them. Engage them in small talk about something other than a mortgage, ie; the obvious one, the weather, if a dog is barking in the background, ask about the dog, people love to talk about their pets, etc., etc. This technique gets them talking and gives the conversation a personal tone that will last throughout, and once the conversation turns to business it becomes all the more easy.
3. Make your assessment
* Ask probing questions, find out exactly what it is your customer is looking for, if they are unsure, you can help to educate them. Also, ask open-ended questions. An example of this would be; Tell me more about why you have decided to refinance your home? The tell me more part of the question forces them to go into greater detail than just a one word answer. These techniques will help you come to assessment of just what product or program best fits your customer’s needs.
4. Make your pitch
*Now that you have gathered all of the appropriate information, you are ready to make your pitch. Start by saying something in the area of based on what we have discussed this ev
One of the keys of CRM success is acting on the understanding that customers plows the intended end-users of CRM systems, not the staff of the organization that is deploying the system.CRM vendors plows rapidly adding analytical capabilities to their applications, which will better enable their customers to leverage customer it dates that is scattered throughout their networks.A lot of clients think they can go to a vendor and get CRM. Instead, they get a few components. They buy a suite of front-office applications. But do they have
* Have everything you need at your fingertips. ie; pens, pencils, calculator, scrap paper, computer on, and of course a blank application.
* Not having all of the necessities readily available, leads to having to find them, and having to find them leads to dead air, dead air can kill a conversation.
2. The personal touch
* Once you have your customer on the phone, and have introduced yourself, it is important that you relax them. Engage them in small talk about something other than a mortgage, ie; the obvious one, the weather, if a dog is barking in the background, ask about the dog, people love to talk about their pets, etc., etc. This technique gets them talking and gives the conversation a personal tone that will last throughout, and once the conversation turns to business it becomes all the more easy.
3. Make your assessment
* Ask probing questions, find out exactly what it is your customer is looking for, if they are unsure, you can help to educate them. Also, ask open-ended questions. An example of this would be; Tell me more about why you have decided to refinance your home? The tell me more part of the question forces them to go into greater detail than just a one word answer. These techniques will help you come to assessment of just what product or program best fits your customer’s needs.
4. Make your pitch
*Now that you have gathered all of the appropriate information, you are ready to make your pitch. Start by saying something in the area of based on what we have discussed this ev
Lots of successful, intelligent people write their own CVs or resumes every week but usually they are not too well targeted, do not include the most powerful language and keywords, or are poorly organized and excessively wordy.So its easy to write your CV is it?All you need are the basic skills and knowledge: A clear understanding of what specifically you have to offer; Thorough knowledge of your market place and what is wanted; An excellent command of the English Language;
3. Make your assessment
* Ask probing questions, find out exactly what it is your customer is looking for, if they are unsure, you can help to educate them. Also, ask open-ended questions. An example of this would be; Tell me more about why you have decided to refinance your home? The tell me more part of the question forces them to go into greater detail than just a one word answer. These techniques will help you come to assessment of just what product or program best fits your customer’s needs.
4. Make your pitch
*Now that you have gathered all of the appropriate information, you are ready to make your pitch. Start by saying something in the area of based on what we have discussed this ev
There are lots of ways to deal with difficult interview questions. In these situations it helps to understand some of the possible motives interviewers have in asking you these questions, and what your own motivation should be in answering them. Here are a few insights to ponder for yourself. Whatever your approach, you should record the answers that work for you, and find new approaches for those that do not.1. What are some of your significant accomplishments?This question is an opportunity for you to express how your contributions
4. Make your pitch
*Now that you have gathered all of the appropriate information, you are ready to make your pitch. Start by saying something in the area of based on what we have discussed this evening, I think this product would best suit your needs, A challenge you may be confronted with might be, well I need to think about it. One way to meet this head on is to ask if there is any thing you did not explain clearly enough, and that you would be happy to go over everything again. Once you have an agreement and your customer is comfortable, you can then move on to step five.
5. Close the deal
* Once your customer has decided on a mortgage product, do not let them off the phone without their 100% buy in, say something to the effect of; Now that we have decided on a program, lets not waste another minute, I will go ahead and order the appraisal, title, credit report, etc. If you are discussing a purchase, ask permission to contact their realtor so that you may introduce yourself.
6. Follow up
* Step six goes without saying, but it bears repeating. The follow up is extremely important. Customers hate to be left in the dark. Every time something happens, give them a call. When their appraisal comes in, give them a call, when their title comes in, give them a call, etc. The more you keep them in the loop, the stronger the relationship becomes, and the better the chance they will refer you business.
So there you have it, the six step sales process.
I understand that every scenario is different and sometimes these six steps will not apply. But please don’t be afraid to give it a shot. Make an attempt to commit the six sales steps to memory. Make it fun, give it your own name, roll play with an associate for practice, or personalize it by adding, or tweaking a few things of your own. But most of all use it to your advantage, it helped me increase my number of applications per week and I’m sure it will help you to.
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