When selling by phone, it is effective to use PTS - the technique of showing points of contact. In practice, calls that begin with a discussion of these very points are always more effective, and the conversation turns out to be friendly and positive.
The point is that at the beginning of the conversation you should demonstrate to the client the points of contact. The main difficulty is to define them – the information is not always obvious. You should not say right away that you are calling to present a product or service. Emphasize that you are aware – the client’s company is engaged in certain types of activities, is looking for opportunities to expand, and we just happen to have something to offer.
You, the client and the touchpoints
There are many PTS options, they should be selected for a specific bangladesh number data 1 million package business and the specifics of your situation. You may have to spend time on preparation - but the results will not disappoint.
Systematicity and analysis
The next piece of advice on sales by phone is to organize a systematic approach. If you analyze the results, draw conclusions, make adjustments, then you will definitely achieve success. Systematicity is needed for all types of calls - warm, cold, incoming.
Work with these points:
Using CRM for accounting.
The presence of a sales funnel and its effectiveness.
Methods for recording employee calls.
Recording of conversations, analysis to assess the effectiveness of current communication.
Working with objections.
Points where transactions are stalled.
And others.
Answers to these questions will demonstrate weaknesses and help determine development vectors.
Listen and analyze your phone calls
Being in the moment here and now, we evaluate information subjectively, we do not see and hear everything. Therefore, it is recommended to listen to calls and work on mistakes.
Don't be afraid of objections and prepare for them
Objections are inevitable in sales. Moreover, they can become a lever for increasing the number of deals – it all depends on how you work with them. Preparing for objections allows you to work through at least a third of all refusals and bring in new clients.
Recommendations on how to conduct sales by phone when working with objections:
"I need to think about it." Give at least two arguments in favor of your product and offer to buy it again. If the client turns to competitors, he may still think about your arguments.
"It's expensive." This objection is rare, but possible, given a pre-agreed budget. Suggest that the client look at the price from the perspective of all the benefits. For example, yes, the item is expensive, but it lasts 10 times longer than cheap ones, consider that you will even save money.
"Need another configuration/modification." An ideal reason to ask the client additional leading questions and better understand their needs. At the same time, you can provide additional arguments "for" concluding the deal.
As you can see, the rules are simple, but effective. Start implementing them today and evaluate the results.