Your sales structure for outbound calls could be summarised utilizing the well know acronym AIDA (Attention, Interest, Desire, Action) we will explore at a high level what ought to be happening within a telemarketing call.

Open The Call Then Set Your Agenda

The opening minutes of any sales call are vital. You have to understand that rapport is created immediately so the method that you sound is important. Everyone makes decisions about who they are speaking with in seconds. This is why it is so very important to sound great as we are immediately graded and however we do will be the kick off point of the relationship. We are now at the beginning of the method of building rapport and developing what we hope is a long term, profitable relationship – so sound fantastic.

Once we meet someone for the very first time we typically shake hands, smile and then swap business cards. On a phone we also possess some definable stages which can be measured and optimised. The opening part of the call is where we ask low risk questions which can, or may not concern their business. We would have a typical interest, as well as know the same group of people. Taking care of the device is not really so different but in lots of ways is harder as we’ve no visual clues and can just only’hear’how the prospect is reacting. That is where you learn that, different approaches to different people are certain to get different results.

During the opening stage of your telemarketing campaign should keep to a reasonable timescale with clear definable objectives. Understand in early stages that no rapport means no sales it doesn’t matter how good your product or service is. The real purpose would be to introduce you to ultimately your prospects establish rapport before getting into the business part of the call. Another tip is in order to avoid being too familiar along with your prospect – it rarely works even if you know them! Asking low risk questions is easier than choosing a bulls eye in under 30 seconds! Be friendly, however not over familiar. We cannot get along with everyone but we could be professional regardless of who they are.

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The following stage is setting your agenda in your opening statement (prepared earlier please). The objective of the agenda is to put you in control and establish how a telemarketing sales call will undoubtedly be structured. Additionally it offers you the proper to ask questions.

Ask Great Questions

Selling is approximately identifying and then solving problems. The following stage therefore would be to ask questions in order to find and explore customer problems. It usually relates to 1 or a few of the following areas that need exploring including, contact, organisation, current supplier, challenges, needs, decision making process, competition and finance.

We ask questions at this stage for just two main reasons. Firstly to gather facts and secondly to identify attitudes, problems and needs. Essentially we are having a temperature check.

One important factor here is how we structure our questions and the grade of the questions we ask. Open questions (starting with how, what, where, when, why) encourage the consumer to talk and closed questions (those that could only be answered with a yes/no) give us specific information.

The sequence of our questions can be very important, especially whenever a customer is willing to divulge only a little information. We have to listen out for buying signals and ask follow-up questions at the appropriate time.

Among the key issues is to be able to ask questions, then playing the clear answer without interrupting. (Interrupting and speaking over someone won’t win you any friends!) That is common sales behaviour and customers find it most irritating sometimes worse. Also, while we are talking we are cutting off the supply of free information coming from the prospect.

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Identify Needs

The process of asking questions will clarify the customer’s and provide you with a clear notion of whether a feature or features of your product could solve those problems and satisfy the customers’needs.

Usually, we see the requirement for our products and or services before our customers do. They see problems rather than needs and there could be a selection of potential solutions.

When people buy they also have a number of buying criteria. This usually means there are a limited quantity of reasons to purchase that are of greatest interest to them. People don’t buy for plenty of reasons. They have their very own buying criteria, which we will have to establish.

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