I was up very early this morning finishing the analysis on a batch of calls for a client. Like many of the clients for whom we provide Quality Assessment (QA) there are many times when a customer or dealer calls in with questions about a potential deal. It struck me how often we miss a very simple selling tool: conveying desire or interest in earning the customer’s business.
We like doing business with companies who want to do business with us. Sometimes the product, price, rates or terms are relatively similar across several competitors. What’s going to make the difference in the customer’s decision? Customers will often choose to buy from the company who conveys a sincere interest or desire in serving them.
Consider these simple phrases:
- "We’d love the opportunity to earn your business"
- "Let me know when you’re ready to place the order, I’d be happy to enter it for you"
- "I look forward to working with you"
- "It would be great to help you out with this. Let me know what else we can do"
It’s a common misconception that effective selling has to be the smarmy, high-pressure hard-sell that we associate with tacky used car salesmen and annoying outbound telemarketers. I find that effective sales people are those who can communicate that they will serve sincerely and serve well.