New PDF release: 30 Minutes to Improve Telesales Techniques (30 Minutes)

By Chris De Winter

ISBN-10: 0585378398

ISBN-13: 9780585378398

ISBN-10: 0749431903

ISBN-13: 9780749431907

This concise consultant to an important enterprise ability brims with sensible recommendation on constructing the perfect method of utilizing the phone to extend promoting effectiveness. rather beneficial to all (tele)sales, name centre and advertising and marketing group of workers, it's going to aid anyone, from newcomer to skilled employee, to get the simplest from each name. Chris de iciness, a coaching professional in the telesales and advertising components, contains Capital financial institution, Castrol Oil, Foden vans and HSBC between her consumers. She has additionally written "Selling through phone" (Kogan web page, 1998).

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Additional resources for 30 Minutes to Improve Telesales Techniques (30 Minutes)

Example text

To Improve Your Telesales important buying decisions they need to keep abreast of the competition and are therefore more open to discussion. Give them a reason to make the appointment, ie what they’ll gain from the meeting. Be concise. As with the cold call, give a brief introduction. Ask open questions and inform the prospect about your company. ’ or ‘We’d like to be more specific so that when you next choose XY you’ll be in an even better position to make an informed decision. ’ Objections Few customers buy without reservations.

A pattern will begin to emerge. Like-minded people mix together. Rapport is based on mutual respect. You both need to relate to each other, yet you are the one who is going to have to engineer the process. Remain positive. It will 36 The Approach emerge fairly quickly what the differences and similarities are between you. If you become negative you will merely highlight those differences in the customer’s mind. By remaining positive you are concentrating on the similarities between you. Concentrating your efforts in this way will develop that understanding which helps people bond.

Listening, or non-verbal communication, complements questioning and it acknowledges and shows approval of what the other person is saying. Take notes and respond with either further appropriate questions to gather more information or suggest ways in which the prospect can be helped by buying your product. The number of questions varies. The important point is that you ask enough to illustrate the prospect’s need. Once you’ve done this it’s important to get him or her to agree to this. You can also use ‘tie-downs’ to commit the prospect.

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30 Minutes to Improve Telesales Techniques (30 Minutes) by Chris De Winter

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