TESTING THE TEMPERATURE IN A SALES CALL

Peter Collins

Mentor ~ Coach ~ Acclaimed Author ~ Sales Strategist ~ Closing Specialist - High End Sales Trainer

Published Oct 1, 2017

Copy and distribute this content as often as you want. You are encouraged to share it. © Copyright Peter Collins, Sydney, Australia, 2007

Selling is about carefully communicating thought through ideas. But bear in mind, each idea needs to be relative to the call being made; to the part of the selling process you are in at the time; ensure that there are highs and lows throughout the structure to keep it from becoming boring, and ensuring that the contents are applicable to the needs of the prospect.

From the onset, the call should be geared to transferring those needs into wants. But its the way it's done that makes it important.

That’s why Temperature Testers and Testing the Temperature on a regular basis throughout the entire selling process is not only vital, but crucial.

Whatever you do throughout the call, every one of your ideas should always sound fresh and exciting. Notice, I didn't mention ideas should be new and exciting, but fresh and exciting.

This I feel is one area, that salespeople get it wrong, they are always looking for new ideas, when 99% of the time they only need to go back to basics

THE CREDIBILITY STATEMENT

"Statistics show that _________________. But they appear to be just the tip of the iceberg. Allow me to go through some of them with you"

THE MERCURY LEVEL TEST

"Should I make it my job to show you what should be a real benefit to you, both in reduced time and reduced cost?"

FORCING THE ISSUE

"Knowing what you know now, when do you feel should be the best time to do something about this problem?"

A SPECIAL FILL-IN STATEMENT

"Mr Prospect, the reason I'm going to explain our product to you is that not one of the other salespeople wanted to spend the time with you."

"They think that maybe you can't afford the product or something. I don't know about your finances, and I don't care. All I know is that I would love to show you what we're doing and help you in any way possible. So forget them because now you're with me."

GOOD DIRECTION LINES

 "I need your help."

 "Could you help me for a minute"

 "I need your opinion"

 "By the way"

SELECTIVELY DON’T ANSWER THEIR QUESTIONS WITH A QUESTION, TEMPERATURE TEST IONSTEAD

Here a few other temperature testers that can be used to keep the call running smoothly. The following three sentences are throw-away lines that can be used in place of asking a question with a question.

 "might be able to ...",

 "there's a possibility,"

 "depending on what you're doing now."

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This Article is by Peter Collins - In a sales career spanning more than 50 years, Peter Collins has focused on helping and bringing out the best in others - whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and of the 130 books he has written over the past 48 years, Peter has 65 Business Books to his credit, (but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale). Peter also has written 23 Christian books. One of Peter's books, sold almost 2 million copies in the late 1970's and is still selling well through second hand online marketers worldwide. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.

Peter can be contacted through his website – profitmakersales.com

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