December 2011
Price Alone Doesn’t Tell the Story!
If I were to call your company today and ask the price of a service, what would be the response from your CSRs or Inside Sales staff?
CSRs or Inside Sales staff should be trained and equipped with the tools needed to probe with questions before simply giving out a price. An uninformed customer knowing only your price can be harmful to your company. A comment at the coffee shop like, “I called ABC Telco and boy are they sure high priced!” can spread through a small community like wildfire.
Train and equip your staff to find out what services the caller presently has or has had in the past. Help your staff learn to recognize a caller’s hot buttons as they respond to questions. When it’s time to deliver your company’s product solution, capitalize on what the customer has said.
Don’t give out the price right away, unless the customer is refusing to talk.
You are invited to direct any questions related to marketing Innovative Systems products to Scott Meyer or Melissa Wadell at 605.995.6120.
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