How to Close a Sale in Telemarketing
Future prospects will have likely spoken with a good number of telemarketers during their lifetime and after hearing the same things over and over again they are getting pretty tired of it in most cases. For this reason decision makers are sometimes hard to get hold of, as they hide behind layers of receptionists and secretaries. So, when you do get through to a decision maker then making the most of this opportunity is extremely important.
The best way you can guarantee yourself a sale or an appointment while telemarketing is ususally just common sense. It is firstly imperative to really listen to the customer very attentively and answer any questions they may have. If you are unable to answer their questions they are not only going to doubt you, but the company you’re representing as well. However, if you do not know the answer to a question it is always better to say so than to totally risk any future business relationship by using a “fabricated answer”. Always be honest and up front and don’t ever try to trick a customer into a sale. They will end up unhappy and never trust your company again.
It’s also important not to talk over your prospect. This is entirely rude and is also a surefire way to get them to hang up the phone fairly quickly, in the process costing you a potential sale. Be accommodating and tell them exactly what they want to know.
Always try to keep your prospect on the line for as long as possible. The longer you speak with them the more rapport you build which will result in more sales. Telemarketing doesn’t have to be one person selling to another – many a sale or appointment has been agreed at the end of a pleasant two-way conversation. However, you can still make use of subtle alternative closes by offering prospects simple, non-scripted alternatives when asking a closing question.
