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There are many critical questions that arise when considering how to close the most sales. When is the best time of day to sell? When do I ask questions? What questions should I ask? It’s important to know the answers to these questions and more if you want to be successful in the sales department. Let’s take a look at each of these concerns.
Is there really a best time of day to call? Studies have shown that indeed there is! InsideSales.com performed research that found that the best days to call are Wednesday and Thursday mornings and afternoons. If you can call at the right time, you can definitely increase contact rate and close rate. More important than calling at the right time, however is asking questions. It’s important not only to ask questions, but to ask the right questions at the right time.
Some reps are timid when it comes to asking questions. They think they are being too forthright or maybe even feel they are interrogating their prospect. Sometimes they fear rejection and are afraid to receive “no” for an answer. This fear can be overcome by simply not asking any questions. What is it, then, that the best sales reps do that makes them so successful? They ask questions early on!
The most effective sales relationship is one of complete trust. It is one where the buyer is interested in buying and there is open communication between them and the seller in regards to the capabilities of the product and the necessities of the purchaser. Those who are ready to buy are not afraid to tell the person selling what they expect. Those who are interested in selling are not afraid to tell the prospect what their product offers and what it’s capabilities are.
When you think of closing the sale, you must think of it as a process. You don’t get someone to the point of wanting to buy without asking searching questions. In order to be successful, you must pose numerous small commitment questions along the way. For example, you could say something to the effect of, “Our product helps you make five times as many calls per day. Don’t you want that kind of productivity?” This requires the prospect to consider the credibility and effectiveness of your product and make a decision.
Asking thoughtful, leading questions along the way will bring your prospect closer and closer to closing on the sale. The idea behind sales is to come to a mutual agreement. This agreement can’t be reached without thoughtful questioning by both parties.
To get to know your prospects better, you might consider implementing a hosted CRM. To contact them more quickly, the PowerDialer might be a useful tool. Whatever you do, make sure you use these tools to better understand the customer and really focus on asking and answering questions. If you can understand what the customer wants by asking the right questions, you’ll be on the right track in no time at all.

*Some thoughts adapted from an article by sales expert Jacques Werth

http://www.highprobsell.com/html/closing_sales_timing.html

As a young college graduate looking to find a job in an economy that is struggling with a recession, it is amazing to hear the lofty expectations from my peers about what employers should be offering for our services. Still employers are careful to commit too much into our young hands because in spite of our upside there are some glaring downsides in the Generation Y culture.
Generation Y is the technologically savvy generation having been born into a life of video games, cell phones, and social media. They utilize and adapt to these new technologies effectively and effortlessly. They routinely have used all aspects of Microsoft Office for papers, presentations, and spreadsheets. There is even the science to suggest that video games can improve visual-spatial ability which deals with the ability to perceive objects in space.
This use of technology and social media has created a very egalitarian and team oriented atmosphere. Where only a few years ago students competed to get the highest grade now students organize study groups on Facebook and create collaborative google docs for the whole class. Everyone is recognized for the ability to further the success of the class.
This tech knowledge comes with some high demands. In a recent article, college students have some rather lofty expectations concerning social media, company issued devices, and remote work. Social media was shown to be an important enough factor that 64% of graduates would ask about social media policy in a job interview, 56% said they would find a way to get around strict social media policies at work, and 33% said they would prefer to be able to use social media at work over a higher salary.
Generation Y also prefers to have companies give them company devices and those device should be allowed for both business and personal use. Graduates overwhelmingly (81%) feel that they should be able to choose the device that they are going to use. Lastly the majority feel that it is a right not a privilege to be able to work at home remotely instead of having to commute to work.
Instead of competing against the independent nature of the Generation Y, the tech, advertising, and marketing industries are adapting to gather the exceptional workers of Generation Y. By creating a culture of advancement, transparency, and flexibility, they are keeping what has been described as a non-committal generation. This can be done by implementing technology such as a hosted CRM to give them the personal feel they demand.
The debate continues on how much a company should adapt to gather successful workers or to maintain its current corporate culture but it is important to know the characteristics of Generation Y.