How to get more out of your sales calls
Anyone can make a basic sales call, it takes true technique to get more than the yes/no response. There are so many opportunities to take something from every call that you make in a telemarketing campaign, and in this post we are sharing with you what you should be attempting to take at least one of, from every call, whether it’s a yes or a no on the other end of the phone.
CROSS SELLING
Cross selling can be easily implemented into sales calls if the agent has taken time to build rapport. Building rapport with the customer allows you to match the customer with other more suitable products or potential add ons to the product or service you’re already selling. Cross selling is obviously easier if you’ve managed to get a yes out of them already, however, it’s important to listen to the customers objections to see if you can find a better alternative to what you can offer them.
DATA CAPTURE
If you can’t make that sale, there is no reason why you can’t keep in touch with potential customers, so that in future you may be able to contact them and have a product/service they’re interested in. Of course, with GDPR coming into play, you will need to make sure you are within your rights to use their contact information and make sure that the potential customer is happy for you to contact them in the future.
CALL BACKS
A common issue when making sales calls, is catching the potential customer at a bad time. Instead of trying to get a word in edge ways with a busy prospect. Ask them if there is a better time to call and schedule a call back. Not only does this secure a do over of your call, it increases the chance of the sale as you will be calling the customer at their convenience.
FEEDBACK
If you can’t make a sale out of a call, it’s important to document what went wrong and how you could improve it to ensure it doesn’t happen again. That could be working out how to overturn their main objection so that when it comes up again, you are prepared, or it could be getting feedback from the potential customer to enable you to take something from the call that they think could be improved. Feedback allows you to learn and build your calls into a script for success.
