{"id":752,"date":"2012-02-06T06:00:30","date_gmt":"2012-02-06T12:00:30","guid":{"rendered":"http:\/\/etereman.com\/remanu\/?p=752"},"modified":"2012-02-06T06:00:30","modified_gmt":"2012-02-06T12:00:30","slug":"how-to-elevate-yourself-from-order-taker-to-salesperson","status":"publish","type":"post","link":"https:\/\/etereman.com\/remanu\/2012\/02\/06\/how-to-elevate-yourself-from-order-taker-to-salesperson\/","title":{"rendered":"How to Elevate Yourself from Order-Taker to Salesperson"},"content":{"rendered":"<p>Every time you answer the phone, you have an opportunity and a choice.<\/p>\n<div>\n<strong>The opportunity<\/strong>: somebody is calling you because they need or want something.<br \/>\n<strong>The choice<\/strong>: you can give them information or you can give them a reason to buy from you.<br \/>\nBefore you answer that next call, think \u201cWhat\u2019s my goal?\u201d <em>Hint: if your goal is to give them prompt, courteous information \u2013 you\u2019re only a fraction of the way there.<\/em>\n<\/div>\n<div>\nI train my reps to go into that call with the following objectives in mind:<br \/>\n<a class=\"wistia-popover[width=640,height=388,playerColor=#BDBDBD]\" href=\"http:\/\/fast.wistia.com\/embed\/iframe\/368d23ff9a?videoWidth=640&amp;videoHeight=360&amp;volumeControl=true&amp;controlsVisibleOnLoad=true&amp;playerColor=BDBDBD&amp;autoPlay=true&amp;popover=true&amp;plugin%5BpostRoll%5D%5Bversion%5D=v1&amp;plugin%5BpostRoll%5D%5Btext%5D=Click%20to%20sign%20up%3Cbr%2F%3Efor%20the%20REMAN%20U%26nbsp%3B%3Cbr%2F%3Eweekly%20e-Zine&amp;plugin%5BpostRoll%5D%5Blink%5D=http%3A%2F%2Fwww.etereman.com%2Fsignup&amp;plugin%5BpostRoll%5D%5Bstyle%5D%5BbackgroundColor%5D=%23BDBDBD&amp;plugin%5BpostRoll%5D%5Bstyle%5D%5Bcolor%5D=%23000000&amp;plugin%5BpostRoll%5D%5Bstyle%5D%5BfontSize%5D=36px&amp;plugin%5BpostRoll%5D%5Bstyle%5D%5BfontFamily%5D=Gill%20Sans%2C%20Helvetica%2C%20Arial%2C%20sans-serif&amp;plugin%5Bsocialbar%5D%5Bversion%5D=v1&amp;plugin%5Bsocialbar%5D%5Bbuttons%5D=facebook-twitter-email-googlePlus&amp;plugin%5Bsocialbar%5D%5BtweetText%5D=How%20to%20Elevate%20Yourself%20from%20Order-Taker%20to%20Salesperson%20via%20%40REMANUNIVERSITY&amp;plugin%5Bsocialbar%5D%5BpageUrl%5D=http%3A%2F%2Fwww.etereman.com%2Fremanu%2Fhow-to-elevate-yourself-from-order-taker-to-salesperson%2F\"><img decoding=\"async\" loading=\"lazy\" class=\"alignright\" src=\"http:\/\/embed.wistia.com\/deliveries\/4ee4a34f1047c072a852cc3f1ee971c9feee151b.jpg?image_play_button=true&amp;image_crop_resized=525x295\" alt=\"\" width=\"525\" height=\"295\" \/><\/a><\/p>\n<ul>\n<li><strong>Make the caller smile. <\/strong>People call people they like. It\u2019s not rocket science, but friendly service is rare in our industry.<strong><\/strong><\/li>\n<li><strong>Help the caller<\/strong>. Don\u2019t recite policy. Answer all of their questions (like a human) and help them until they no longer need help. Yes, that may take you five minutes longer than you\u2019re spending on the phone now. Unless you\u2019re working in a call center for a utility or cable company offering crappy service to customers who have no choice, forget about call time and focus on the only metric that counts : as in, did you make the sale? Your boss will get over your slowness on the phone if your closing ratio is twice that of your coworkers.<\/li>\n<li><strong>Garner information and answers from the caller.<\/strong> Don\u2019t simply provide information. If all you do is give quotes, you\u2019ll never have any idea about whether the caller is likely to buy from you. Ask them questions about their expectations and their plans.<\/li>\n<li><strong>Ask for the sale.<\/strong> After you\u2019ve delivered the quote, the answer, the information, ask them for a PO number or for a credit card. Do not ever end a call with \u201cI have three in stock here, it\u2019s $157, call me if you need it.\u201d<\/li>\n<li><strong>Give them a reason to call you back <\/strong>or a reason for them to take your call when you follow-up. This reason is created by your friendliness, by your willingness to help, by your resourcefulness, and by your value-based approach.<\/li>\n<\/ul>\n<p>Here are a few things you might want to ask your callers (if you want to increase your odds of selling them something or, at the very least, you want to have a better idea as to why they aren\u2019t buying from you):<\/p>\n<ul>\n<li>After giving them a quote ask, \u201cIs that what you expected to spend?\u201d<\/li>\n<li>\u201cWhen would you like it delivered?\u201d (as opposed to just telling them when you can ship it)<\/li>\n<li>\u201cIs the car in your shop?\u201d<\/li>\n<li>\u201cHave you already sold the job to your customer?\u201d<\/li>\n<li>\u201cWhat other options are you considering?\u201d<\/li>\n<li>\u201cIf you sell the job to your customer, will you be calling back to order from me?\u201d<\/li>\n<li>\u201cWhat else are you working on today?\u201d<\/li>\n<li>\u201cWhat else is in your shop?\u201d<\/li>\n<\/ul>\n<p>This is only a start. I don\u2019t create scripts. I create an environment in which my reps are empowered to think and to play. So much of sales success comes from figuring out what works for you. I\u2019ll give you this promise: anything will work better than what you\u2019re doing now. If you\u2019re willing to take the risk \u2013 if you\u2019re willing to try something new \u2013 you\u2019ll soon be on your way to sales success.<\/p>\n<p style=\"text-align: center\"><strong>The phone is ringing. Answer it, engage the caller, and earn yourself the sale.<\/strong><\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Every time you answer the phone, you have an opportunity and a choice. The opportunity: somebody is calling you because they need or want something. The choice: you can give them information or you can give them a reason to buy from you. Before you answer that next call, think \u201cWhat\u2019s my goal?\u201d Hint: if [&hellip;]<\/p>\n","protected":false},"author":9,"featured_media":768,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_mi_skip_tracking":false},"categories":[5,12,7],"tags":[77,78,14],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to Elevate Yourself from Order-Taker to Salesperson - REMANU<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/etereman.com\/remanu\/2012\/02\/06\/how-to-elevate-yourself-from-order-taker-to-salesperson\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to Elevate Yourself from Order-Taker to Salesperson - REMANU\" \/>\n<meta property=\"og:description\" content=\"Every time you answer the phone, you have an opportunity and a choice. 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