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 Our Sales Representatives consistently
enjoy above average results because of our Management Approach.
The PARMAC team employs professional selling skills through the
use of a recognized sales process that links customer needs and objectives
with service offerings in a consistent and professional way.
Consultative Selling Model
- Ask for information, gathering
the information about the customer that you need to secure a lead or
sale, the background that will assist in closing current and future
sales.
- Probing by effective
questioning of needs, interests, objectives and goals of the customers
to which the service or product offerings can be linked.
- Presentation of relevant
service offerings according to the needs, objectives and goals
identified through questioning the customer.
- Confirm or close the sale
based on asking the customer how the service or product offerings will
deliver on the needs and objectives previously identified.
Team leaders ensure that performance objectives are met through ongoing
coaching. Special phone skills acquired through coaching include:
- Setting pre-call objectives
/ Time Management
- Opening the call and
building customer rapport
- How to convey a positive
attitude over the phone
- Active Listening
- Maximizing the power of the
voice with pace, volume and modulation
- Selecting the right words
to keep the message brief
- Keeping the call
conversational
- Guiding and controlling the
call direction
- Uncovering and identifying
a customer’s true needs
Sales skills oriented to understanding and uncovering customer needs
include:
- Uncovering and identifying
the customer’s true needs
- How to differentiate
between true needs and minor concerns
- Recognizing a customer’s
buying signals
- How to act decisively and
close or confirm the sale
- Capitalizing on an
opportunity to cross sell other products or services you offer (if
applicable)
- Concluding the call by
gaining customer agreement
We conduct training and campaign briefings on either a `one on oneŽ or
small group basis. This ensures that our sales agents have an
in-depth understanding of your program goals. We manage large and
small campaigns with the same attention to detail.
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