Making sales as a business to business telemarketer can be challenging. Many people do not react kindly to telesales people and even businesses which are approached with needed products or services can turn away callers. There are many things you can do as a telesales person to make closing the sale easier including knowing what to say and how to approach potential clients and customers.
If you want to be a successful telesales person you will need the right approach when talking to potential clients and customers. There is a lot of important information you should gather during your call that will make identifying your customer's needs and closing the sale easier.
The first piece of information you should get is to clearly define the customer's needs. Using open ended questions and suggestions will allow you to access exactly what your potential customer needs and will allow you to better match them with products and services.
Along with determining your customers needs, you also need to find out what problem or problems your potential customer needs to solve. Knowing this information will make it easier for you to suggest the product or service that will solve their problem.
It can be hard for business to business telemarketers to close sales, which is why it is important to find out how interested a potential customer is in your product or service. Knowing a potential customer's level of interest will enable you to be more aggressive, or back off, of your sales approach to more effectively close the sale.
You will also want to determine the best way to follow up with your customer. Knowing how they prefer to receive further contact, via phone, email, regular mail, or in person will set you up for positive continued communication.
Find out if a potential customer already has similar products or services to those you are offering. If they do you can use this information to offer comparisons or new alternatives.
You should also find out what other interests or needs a potential customer may have. They may need a product or service that your business can offer but that you did not consider offering because you were not aware that the need was there.
Listening to your customer is an important part of business to business telemarketing. Make sure you ask questions and gather information to understand your potential customer's needs in order to be successful with your sales calls.
