Use the script
To successfully communicate with a potential buyer, it is necessary to carefully think through all stages of the conversation. A cold call sales script helps managers with this - a scenario that is used by the seller in a conversation with the client during initial contact. A set of phrases and questions structures the conversation, ensures a unified approach to sales. Managers will be trained in using formulations and will not be confused by an unexpected question.
Scripts vary depending on the content and characteristics of the service or product being offered. For a credit card offer to a bank client, it will be completely different from the one used when communicating to promote a card for social payments.
The script must be convincing and clear. It must formulate all the advantages that will attract a potential buyer. It is necessary to anticipate the client's objections and be prepared to answer them confidently and reasonably.
Use active listening
The conversation should be south africa email list lively and interested. Listen to the client, feel his mood, involve him in the dialogue, ask questions to find out his real needs.
Emphasize the benefits of the product
The client needs to be led to the realization of the benefit that he will receive from using the product you offer. This is important if you are engaged in cold sales over the phone and want to know how to learn to do it well. Include in the conversation a scenario about the use of the product or emphasize the JTBD principle (Jobs to Be Done in translation from English - "work that must be done"). This principle assumes that the purchase is made so that it contributes to the achievement of a certain goal.
For example, you offer to buy a mixer. Its function is clear - to whip cream. But if you look deeper, its purpose is the ability to gather loved ones at the table, create a warm, trusting atmosphere, and strengthen family traditions. It is very important to convince the client that the purchase of the product will have a positive impact on the lives of those dear to him.
Offer choices, show alternatives
Give the client the opportunity to evaluate the product range, point out the unique advantages in quality, functionality, completeness. Help choose what best suits his needs. Even color can be important.
Work through and close objections
It is unacceptable to ignore uncomfortable and even frankly provocative questions. They can be anticipated in advance. A list of objections, its addition during calls, analysis and development of skills during training and practice will help.
Handling client objections
Source: shutterstock.com
Remember the rule of three no's
This condition should be before your eyes. If the client has repeated several times that he is not interested in the offered product, and you clearly understand his detachment, do not force him to listen and continue the conversation. This will avoid a negative perception of both you as an operator and the company you represent.