2024 Author: Howard Calhoun | [email protected]. Last modified: 2023-12-17 10:16
Marketing research on the most effective sales channel has been going on for decades. Back in the late 70s of the 20th century, marketers concluded that selling any product without intermediaries is much more profitable and efficient, since it does not require additional costs. The telephone (as one of the most dynamically developing means of communication) became the instrument of such a sale.
Telephone sales. Key Features
Telephone sales (or telemarketing) directly link seller and buyer. However, such a process has a lot of features, since the interlocutors do not contact personally, but through the phone, which leaves a special imprint on communication. The call is easily interrupted, so in the process of such a transaction, the ability to interest the interlocutor plays a key role. As a result of numerous studies, it was concluded that telephone sales will be effective if it is possible tobuild rapport with the client within the first 45 seconds of the call.
Cold calling technique
This is calling strangers to sell their product or service. This is both one of the most effective ways to sell, but at the same time the most difficult, because the personality of the seller, his charisma, verbal skills play a decisive role.
Successful sale
What does it take to cold call to sell your product to the maximum number of people?
1. Choice of target audience. This is the main stage of preparation for the upcoming call. If you sell back massagers, then choose to call people of pre-retirement and retirement age. When selling a business idea, it is logical to call potential investors, etc.
2. The identity of the seller. As already noted, telephone sales are especially dependent on how quickly the seller can interest a potential buyer. How eloquent he is, familiar with the characteristics of the product, convinced that the product is essential for the buyer. An important nuance is a smile during the conversation. Despite the fact that the buyer does not see her, the intonation in her voice conveys the mood and is able to win over the interlocutor.
3. Target. Telephone sales are often ineffective only because the seller does not initially set a specific goal. And it, as a rule, is an appointment.
Telephone sales scenario
If this is your first timeare faced with telephone sales, the simplest scenario of such a conversation will be useful:
1. Greet the interlocutor, introduce yourself.
2. Represent the company on whose behalf the sale is being made.
3. Indicate the purpose of the call and briefly state the benefits of the proposed product/service.
4. Make an appointment to discuss the details of the deal.
Such a versatile scenario is usually sufficient for an effective sale.
Call centers
If the target audience is large and you do not have personnel with knowledge of sales technology, then this task can be entrusted to special firms (call centers) involved in telemarketing. They have a staff of experienced employees who are trained by business coaches and psychologists. It is enough just to inform about the characteristics of your product / service and agree on the desired form of the report from the company.
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