One mistake telesales
professionals make is making
their presentation to soon. They
just can't help diving into
their sales pitch once they
smell an opportunity to sell.
This can be fatal if the
information you have gathered is
not enough. Once you feel the
urge to present prematurely,
stop and think deeply. Ask
yourself if you have already
qualified the problem so you
could come up with the perfect
solution. Once you get past this
stage, you'll be better equipped
to handle the presentation part.
You know which of the available
options is best suited for the
telesales prospect and you can
provide the major benefits of
your product or service.
Giving your sales recommendation
is a critical part of the sales
process so you have to focus on
your product or service and how
it can satisfy the telesales
prospect's needs or solve their
problem. To make your
presentation more effective,
personalize it so that the
telesales prospect understands
what your product does and what
value they can get out of it.
After getting as much
information about your telesales
prospect in your telemarketing
calls, building rapport with
them, asking probing questions,
and finding out their needs,
wants and what they do, you
think of how you call help them.
Your solution usually comes in
the form of many options. But do
you offer all the available
options? If you do, you will
most likely get your telesales
prospect confused. Giving too
many choices crowds their mind
and makes decision making
difficult. It is like shopping
for something new to wear - the
myriad of choices available will
overwhelm anyone.
The telemarketing lesson here is
you have to give your telesales
prospect at most two options to
choose from. Telesales prospects
usually feel an urgency to make
an immediate decision when faced
with just two options. Three or
more options will be too many.
And here's the trick - when you
give the two options, the last
option you will mention is the
one that you want your telesales
prospect to take. People usually
remember the latest data
provided because it is what is
'imprinted' in their minds.
You can give three options to
your telesales prospect but you
should present it in a way that
will make them ignore the two
and go for the one that you want
them to take, which is placed in
the middle and highlighted while
the other two are presented in
an inferior position.
After doing all your best and
you have convinced your
telesales prospect that the best
time to buy is NOW, get their
commitment by asking for the
sale!
By: Heinrich Churchill
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