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Effective Methods to Help Improve Sales at Call Centers - Finnegan Pierson - ContactCenterWorld.com Blog

Effective Methods to Help Improve Sales at Call Centers

You may have all the right prospects and the right value statements, but your sales aren’t going up. What is causing your sales calls to fall flat, even though the script seems just fine? There are several potential reasons for this. It could be due to skeptic customers, tight competition, or the ever-shortening attention spans of individuals.

Being aggressive won’t work for salespeople because customers aren’t going to hear you, they will resent the pressure to buy, and turn away from the sale. As a result, it’s necessary to ensure your sales team is well-versed in your product, that they sound empathetic, and to familiarize themselves with your customers while showing them appreciation for their time. Doing all this is going to improve customer service and boost sales. Keep reading to learn some effective tips you can use to increase your call center sales.

Get to Know the Product Well

The first step to increasing sales is to gain knowledge and expertise of the service or product that they are trying to sell. They need to be aware of their customer base and up to date about the latest product features and options. All your sales agents need to possess the right skills to answer all questions and address customer concerns. Have a team meeting with all of your salespeople to train them how to sell the product. Create a sales meeting agenda to ensure that you cover everything important in the meeting. This will make sure that your sales agents have the knowledge and ability to actually “sell” the product effectively.

Get to Know Your Customers

Before your sales agents make a call, they need to fully understand your customer base. Take some time to put yourself in their shoes and get to know what they do and do not need. To do this, simply research your customer. This includes visiting the company website, check the CRM, look at the LinkedIn profile, and take time to find particular pain points. With your acknowledgment of this, you can help increase sales significantly. Once you have done this, the next step is to create a connecting statement for your calls to ensure you are more attractive to your potential customers.

Use the Right Openers

When you are cold calling a customer, you need to use a quality opening line to make sure you can keep the customer’s attention. This statement should be polite and be valuable to the customer. They should feel as though they have gotten something – some type of benefit – by not hanging up the phone.

Personalize the Conversation

If you want your agents to excel at the sales process, they need to give their names and build a personal relationship with customers. They should also tailor the conversation to their customer needs. This is going to help increase comfort levels, help with building trust, and is extremely beneficial when it comes to making the sale.

Next, the sales agent needs to know the right way to speak to a customer. This means things like mimicking their vocabulary and tone. When a sales agent is able to match the tone the caller has, it makes them feel as though they are talking to a person, which helps to make up the various visual cues, lets the customer know you are listening and increases the likelihood that they will turn into a loyal customer. It also means that you have an understanding of what the customer has experienced and that you are empathetic to their situation.

Increasing Sales is Possible

If you use the tips and information here, you will quickly discover that making more sales is possible. You have to ensure your sales agents know what to do and how to do it for success. Being informed is the best way to ensure that the desired results are achieved. Don’t underestimate the benefits offered by knowing what to do and sharing this information with your sales agents, as it is going to make them more effective at their jobs both now and in the future.

 

Publish Date: February 26, 2020 6:09 PM

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