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The Art of Persuasive Speech: How to Ace a Sales Call - Executive Boutique - ContactCenterWorld.com Blog

The Art of Persuasive Speech: How to Ace a Sales Call

At its core, selling is a conversation—it involves communication between two parties. While memorizing a script and knowing a product or service’s full suite of features is one thing, convincing a prospect of its benefits is another thing altogether. Persuasive speech is more than just calling a prospect, giving your pitch, and then closing a sale. It is an art that requires excellent communication skills and critical thinking. 

This infographic will explain the art of persuasive speech, how it is used to make successful sales calls, and how it provides a great customer experience overall.

What is the Art of Persuasive Speech?

The art of persuasive speech works to convince the listener to accept the perspective you are presenting. For call centers, this means introducing products and services to prospects and compelling them to make a purchase.

Persuasive speech makes use of various communication techniques that appeal to both logic and emotions. This includes using certain verbal cues, word choices, conversation points, and the like. When used correctly, these techniques can convince prospects to accept the agent’s message and act on it.

8 Tips to Ace a Sales Call

When done right, a sales call can convert a prospect into a paying customer. Here are some sales call tips to help things go according to plan.

1. Set an agenda

One big way to earn the trust of a prospect is to be clear about the agenda of the call. This helps the prospect know what to expect from the call and be open to hearing the agent’s message. Additionally, it lets the prospect feel like they are just as in control of the conversation.

For agents, setting a clear and focused agenda makes it easier to keep track of which points have and have not been discussed in the call. It also gives them an anchor to help steer the call to, especially in the event that the conversation strays.

2. Find common ground

Prospects are more likely to listen and be persuaded by an agent if they feel a connection to the message, and by extension, to the brand. By establishing a common ground between the brand and the prospect, it becomes easier to connect the sales pitch with the prospect’s concerns.

Having this common ground is also a good way to build trust and rapport with a prospect further. If they aren’t ready to purchase yet by the end of the call, they will, at least, be more willing to accept future calls that may push them into agreeing to the sale.

3. Be personal

While sales are matters of practicality, they can also be emotionally driven decisions. A good sales call allows for a two-way conversation between the agent and the prospect. With this, an agent can steer the conversation to find what motivates a prospect and what emotional triggers work best with them.

Like with finding common ground, this information can be used to deliver the sales pitch in a way that is tailor-fit to the prospect’s exact concerns and address their needs. This can make all the difference in making the call more persuasive.

4. Use visual language

A challenge that sales calls have is the lack of visuals—a prospect can only rely on the agent to provide enough information for them to envision the product or service being offered. The best way agents can make up for this is to use highly visual language that engages the prospect’s senses.

Visual language can even serve to highlight key features through the use of descriptive scenarios and situations, making it easier for prospects to visualize their use and applications.

5. Explain features vs. benefits

The words “features” and “benefits” are par for the course when convincing prospects that a product or service is right for them. Sometimes these words are used interchangeably, but mixing up the two can lessen the credibility of a sales call.

To distinguish the two, keep in mind that a feature is something that the product or service is or does. Meanwhile, a benefit is the value added to the customer by using the product or service. A sales call that makes both these features distinct and apparent is more likely to convince a prospect.

6. Avoid using jargon

Sometimes, using industry terms and business-related jargon is a way to flex a brand’s expertise in the field. However, too much jargon can be confusing and end up alienating the prospect. It can also make a sales pitch less personalized, making prospects less likely to make the purchase decision.

Instead of focusing on jargon, discuss the product or service in easy-to-understand terms that make their features and benefits clear.

7. Highlight your uniqueness/unique selling point (USP)

In a highly competitive market, brands and their offerings need to distinguish themselves from their competitors. For agents, getting prospects to agree to a sale means showing them exactly what they stand to gain when making a purchase with the company.

Emphasizing a brand’s uniqueness and the USPs of its offerings can create a more persuasive pitch. The goal is to demonstrate to the prospect that not only are they buying into a solution for their needs, but they are also receiving something exclusive to this brand.

8. Adjust and be flexible to the situation

While preparation is key for any sales call to succeed, not everything will go according to plan. Adapting quickly to the changes in the conversation can help steer the call back on track or to a more desirable outcome. Being adaptable is also an essential skill for agents to pick up on a prospect’s cues and address them while keeping the conversation flowing smoothly.

Step Up Sales Calls with the Right Team

Mastering the art of persuasive speech is crucial for any successful sales call. Agents who can hone this skill are able to both sell for a brand and communicate effectively with prospects and customers alike.

Get ahead of your competitors by partnering with a call center in the Philippines with professionals who are masters at persuasive speech. Contact EB Call Center today for excellent and top-notch service.

Source: https://ebcallcenter.com/outsourcing/art-persuasive-speech-how-to-ace-sales-call-infographic

Publish Date: July 13, 2021 5:00 AM


2021 Buyers Guide IVR

 
1.) 
Call Center Studio

Call Center Studio
Call Center Studio is the world’s first call center built on Google and is one of the most secure and stable systems with some of the industry’s best reporting. It is one of the most full-featured enterprise grade systems (with the most calling features, one of the best call distribution, outbound dialing features and integrations—including IVR, AI Speech Recognition, blended inbound/outbound calling and includes Google’s new Dialogflow and Speech API. Call Center Studio is the absolute easiest to use (with a 10 minute setup), and is the price performance leader with lower equipment cost and less setup time.

2.) 
Computer Data Services, LLC

VIRTUAL PBX
Get the benefits of an expensive, on-premise telephone system without the high price tag and annoying maintenance.

- Never miss another phone call
- No more busy signals
- Feature rich
- Answer your calls from anywhere

3.) 
eGain Corporation

eGain SmartIVR
eGain SmartIVR is an over-the-top solution to modernize IVR systems. Businesses can offer smartphone callers an easy choice to resolve queries via digital messaging and intelligent self-service. And they can optimize the IVR experience with end-to-end analytics.

4.) 
Megacall

Virtual Switchboard
Megacall provides a fully customised Virtual Switchboard software for all companies (including IVR service). No matter the size of your business, our services adapt to the needs of each client.

Are you looking for a more effective way to communicate with your customers? Discover the advantages of using the IVR and how it can help in your communications.

5.) 
MightyCall

MightyCall's IVR that will increase your business’s efficiency at a fraction of the cost of a secretary. Your auto-attendant is designed to:
- Greet callers
- Deliver necessary information
- Forward calls to the appropriate extension
- Take human error out of the system

6.) 
Nuxiba Technologies

CenterWare
Provide your customers with an effortless self-service experience. Easily create menus using predefined or custom prompts and data dips and route customers to live agents when needed.

Enable your customers to make payments and access information 24/7 at their convenience. Request a quote or live demo today.

7.) 
OpsTel Services

SPEED
The SPEED solution solves for service level issues while cost optimizing the environment with automation.

Provides an enhanced way to speed up & optimize invoking temporary agent skills configuration changes into the contact center environment.

Speed allows you to schedule both future changes & temporary changes that auto-revert back to the original state when scheduled time expires.

Speed features:

*Automated / Scheduled Temporary Agent Skills Configuration Management
*Immediate Temporary or Reoccurring Schedule Skills Configuration Changes
*Easy to Use/Operations Administration Focused
*Descriptive Monitoring Activity Dashboard
*Detailed “End to End’ Audit Trail and Performance Monitoring

8.) 
Teckinfo Solutions Pvt. Ltd.

IVR Edge
IVR Edge is a high performance, robust and scalable ivr system that works on various leading hardware such as Dialogic, Keygoe and Synway etc. It can handle the simplest of simple to the most complex of requirements to when it come to creating an IVR. Integration with any 3rd party database, be it for banking, telecom, insurance, travel, payment gateway etc can be handled with ease. Ideally suited to create Hosted IVR and virtual patching solutions with scalabilities that can range from 4 to 128 E1’s per setup with voice recording and CDR functionality. Integration with leading text to speech (TTS) and speech recognition ASR engines add to the flexibility and functionality.
 



View more from Executive Boutique

Recent Blog Posts:
A Manager’s Guide to Evaluate the Performance of an Outsourced TeamOctober 8, 2021 5:00 AM
EB Call Center is Officially HIPAA CertifiedSeptember 27, 2021 5:00 AM
The Art of Persuasive Speech: How to Ace a Sales CallJuly 13, 2021 5:00 AM
The Rise of AI in the Call Center IndustryMay 10, 2021 5:00 AM
How to Work with Your Outsourced Team: A Manager’s GuideMarch 22, 2021 5:00 AM
The Future of Call Center: 14 Must-Know Statistics and TrendsOctober 9, 2020 5:00 AM
Outsourcing in the Era of Customer CentricityMarch 20, 2020 5:00 AM
Boost Your Team’s Efficiency With These TipsOctober 21, 2019 5:00 AM
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