Business decision makers typically receive numerous sales calls throughout the workweek. Since their time is limited, it’s unlikely that they have a productive conversation with each sales representative who calls. In some cases, they’ll try to end the call as quickly as they can. As an inside sales professional, it’s important to be mindful of the decision maker’s time and make it worth their while to stay on the line and engage in a beneficial two-way dialogue. Here are 4 sales call tips to follow to keep prospects on the line:
Take a balanced approach
Sales professionals can occasionally make one of two mistakes. Either they take a far too casual approach to their sales calls and speak as if they’re talking to close friends or family, or they go in the complete opposite direction and come off as overly formal or stuffy. Both are turn offs to a prospect. The key is to strike a balanced approach. Be genuine and speak to the prospect as a respected business peer.
Craft an appealing opening statement
An inside sales professional should never begin a conversation with a broad, meaningless question such as “how are you?” or a trite comment about the weather. Respect a prospect’s time and do your research in order to craft a captivating opening statement that speaks directly to their needs and encourages them to keep listening.
Avoid excessive sales speak
Sales speak and industry jargon is best saved for marketing literature and advertisements. The goal of an inside sales call is to establish a rapport with a prospect which requires a personal touch. Generic sales terms such as “limited time offer” or “act now” aren’t appealing to a prospect, especially if they’re at the top of the sales funnel. Instead, be specific in the approach and let the prospect know how you can help.
Engage in a two-way dialogue
In order for an inside sales call to be productive, both parties on the line should be talking. If the sales representative is merely talking at the prospect, the prospect will likely lose interest. The key is to ask the prospect thoughtful questions to get them talking about their needs and to actually listen to their responses. What they say will help you determine if they’re a good fit for the products/services offered and how the sales team can approach their pitch or if they should be further nurtured.
By following these tips and making a concentrated effort to be personable and genuine on an inside sales call, sales professionals will be more likely to keep prospects on the line and move them further through the sales funnel toward conversion.
Publish Date: May 2, 2017 5:00 AM
Making sure agents can work remotely isn’t a problem with Branches. The system shows accurate information, real-time. No fear of missing out on important updates anymore.
Centrical Business Continuity & Remote Work Solutions
Centrical Solutions Help Sustain Business Continuity,
Keep Employees Engaged and Connected During COVID-19
In response to the COVID-19 pandemic, Centrical, provider of the holistic, real-time employee engagement and performance management platform, offers contact centers ways to
Keep calm and keep working remotely.
We offer solutions for business continuity in a crisis that provide effective engagement, communications, and reskilling of employees working from home, among other things. They will let you:
Reduce anxiety and isolation
The times we’re in require an extra effort to communicate and keep everyone connected. With Centrical, you can create an ongoing stream of communica...
PH: +1 800 538 4263 (US) or +44 20 3318 6424 (UK)
|3.)||Cloud IT Services GmbH|
Dialfire offers you a complete call center solution that is simple and intuitive to use and adapts to your needs. It's completely cloud-based, saving you the hassle of setting up a phone system and installing software. In addition to predictive dialing and call blending of inbound calls, you can create personalized campaigns through an intuitive and easy-to-use interface. Features include automated workflows and full control over the agent screen.
You can see the full list of features here:
|4.)||Orion Learning Services Inc.|
Learning & Development
Learning & Development - For Remote Workers
Learning & Development for Remote Agents, Supervisors, Managers and Administration/Support Staff
Orion Learning is a global leader in providing accredited learning and development solutions for organizations globally. We offer call/contact center certification programs for Agents, Supervisors and Managers, business certifications and examinations for wide range of topics including project management, change management and service management, leadership soft skills and a full suite of assessment tools which can be used for recruitment, talent management, succession planning and coaching/mentoring. We deliver our solutions to global community and all of our solutions are delivered digitally.
|5 Reasons to Execute an Outbound Calling Campaign||August 16, 2017 5:00 AM|
|Warm Calling: Who Teleprospectors Should be Contacting||August 8, 2017 5:00 AM|
|Set a B2B Calling Campaign Goal to Achieve a Desired Outcome||July 18, 2017 5:00 AM|
|Improve Marketing Efforts with an Outbound Calling Campaign||May 30, 2017 5:00 AM|
|Leave These Sales Functions to an Outsourced Calling Partner||May 18, 2017 5:00 AM|
|Keep Prospects on the Line by Following These Sales Call Tips||May 2, 2017 5:00 AM|
|Key Points to Mention Upfront During an Inside Sales Call||April 10, 2017 5:00 AM|
|Want a Callback? Follow These Inside Sales Voicemail Tips||March 27, 2017 5:00 AM|
|4 Ways to Build a Positive Call Center Culture||March 16, 2017 5:00 AM|
|Keys to a Successful Relationship with an Outsourced Inside Sales Company||February 27, 2017 5:00 AM|