Woody Allen said “80% of life is showing up” but in the case of sales it’s really 100%. If your sales force is not as available as it should be, you are losing out to competitors who are simply better at it than you.
- Do you keep sales prospects waiting on purpose hoping to intensify their interest in your product?
- If a top customer calls while you are engaged in another matter, do you let the call go to voicemail?
- Do you purposely become less available during peak sales periods on the theory that a really interested customer will adapt to your schedule?
Of course, the answer to all of these questions is a resounding “No, No, No!”
No successful company goes out of its way to keep sales prospects waiting unnecessarily. But are you really doing all you can to increase their availability? Probably not. To make sure you get your fair share of the most desirable prospects and improve sales in your business, you need a quick and efficient sales engagement process that makes smart use of the communications capabilities of today’s business telephone systems:
Tech Horizon Integrator: Tech Horizon integrator is a powerful piece of software with great features such as the Click To Dial feature. This clever application allows you to make calls using information directly from your computer screen so that you never have to stop what you’re doing on your PC in order to make a call.
Sales Hunt Groups: Organise sales reps into hunt groups that specialise in specific products, industries or languages. When a prospect calls, they then can be routed to the right group where the sales rep is prepped for the call.
The Horizon Call Centre: The Horizon Call Centre is an additional bolt-on to the Tech Horizon hosted telephony platform which provides an extensive range of inbound call centre capabilities which can be configured and managed via an easy-to-use web portal, allowing customers to easily administer, monitor and control call centres from anywhere.
Tech Horizon’s One Number Anywhere: With Tech Horizons ‘One Number Anywhere’ you have total flexibility with the numbers you want to use. You can keep your existing numbers or if you prefer you can get new numbers for your business. You can literally extend your business to reach and use any local area number no matter where you are located. Have a London number in Birmingham, it’s completely up to you!
Call Recording/Call Logging: Managers can regularly monitor and record calls to make sure best practices are being followed and to jump in if an opportunity is being missed. It’s estimated that one to two sales a week can be saved this way. In off-peak hours, sales reps are expected to make more outbound calls to prospects. By implementing Call Recording/Call logging into your business you are able to measure the performance of these efforts and look for ways to improve sales.
In sales, it’s always best to strike when the iron is hot. Most sales prospects don’t get hotter by being kept waiting. In fact, the chances are good that instead of leaving a voicemail they will simply dial a competitor who is ready to start talking and make the sale.
If you would like to find out how any of the above solutions improve sales in your business, please contact us today at 0800 50 533 50 or complete an enquiry form and one of our team will get back to you shortly.