Successful telephone sales involve knowing how to put yourself in the customer’s shoes while still being in the company’s shoes. For a moment, imagine that you are the one calling the business. What solution are you expecting? What kind of treatment do you want to receive? How long do you want to take to resolve the problem?
Doing this will open up your perspective and allow you to flow more freely on a phone call. But to make each call a success, we recommend applying these 7 sales techniques that work very well in 2023.
#1 Research the prospect
You read it above and now we repeat it. It is such a fundamental aspect that it requires the greatest attention and should be established as your main strategy when selling over the phone. It is proven that at least 30% of clients reject a call if the person knows nothing about their activity.
Once you have key information about the person, search on social networks like LinkedIn to learn more about them and be able to approach the conversation with a higher level of knowledge. Perhaps through this research you can determine what needs the client has and how you can help them.
Researching the lead will allow you to create a personalized script for each call.
#2 Listen to the person a lot
For the majority of the call, let the customer do most of the talking and take notes on what they say. As the conversation flows, you’ll be able to tell if they have other needs they want to address, and you’ll also have time to build strong arguments to close the sale.
While speaking, avoid interrupting. When you do, specific database by industry try to find the right moment and use words similar to those used by the client.
#3 Be transparent with prices and avoid misunderstandings
Price negotiation is often the Achilles heel of telephone sales . You should avoid at all costs misleading prices or packages or promotions that are not entirely clear.
The last thing you want is to have problems with the customer and make them feel like you’re ripping them off. So, talk about prices with solid arguments and explain why your product has that value (here it’s key to mention the benefits and quality).
#4 Change your questioning habits
In telemarketing, questions are the spark that ignites the call. Prepare an outline of questions that motivate your customers to say yes. For example, once you speak with the customer and are heading to the final phase of the conversion, don’t ask ” Would you like to come to our store to see the product?” You can modify that question and say “I would like to personally assist you at the store, could you come today at 4:00 PM?”
Rather than asking questions, make suggestions.
#5 Create a sense of urgency and privilege
Don’t treat your customers in a generic way. They like to feel that their time is valued and that they are listened to; therefore, work according to a categorization and give them the status of “VIP clients” or “special clients.” Support this strategy by offering them discounts or payment options.
At this point, personalization and empathy urls instead of uris to distinguish play a major role. In the midst of this scenario, use the “flash sales” strategy, meaning that the product is only available for a period of 24 or 72 hours (or more, depending on your vision).
#6 Ask the client to take notes, while you ask for the email
To ensure your strategies are successful, ask your customers to write down your business details such as exact location, seller name, hours, payment method, and other contact numbers or social media.
Although it may seem like a simple action, this generates greater commitment from the customer to the company or seller.
Also, if it is the first time the client contacts you, ask them to give you their email address so you can add them to your database. This will help you send newsletters with promotions, offers and updates about your business.
#7 Modify your tone of voice
According to a study by Ispeak, 84% of the emotional content in a phone call is determined by the tone of voice. If you speak softly, slowly and hesitate a lot, you are transmitting sadness and a lack of confidence. Can you increase sales this way? Obviously not.
Use a warm tone of voice and be firm in what you say, this opens up more possibilities for you to close deals.
Some telemarketing experts suggest that salespeople match or voice-match the customer, and use the same keywords that the customer uses. That’s one of the reasons why you should be a good listener.
#8 Make the purchasing process simple
Put yourself in the customer’s shoes. Sometimes they can spend up to half an hour listening to a salesperson on the phone and, when they decide to buy, they encounter a barrier: the purchasing process is extremely tedious.
During the conversation, clarify the payment methods available to the customer, delivery times, product warranty, and other aspects of interest brazil data regarding the purchase they make. Once the agreement is finalized, you can follow up by phone call or WhatsApp .
Make every step extremely easy. You need to make the shopping experience just as the customer expects: comfortable and safe.