Telephone sales. Efficiency and Goals

Marketing research on the most effective sales channel has been conducted for several decades. Even in the late 70-ies of the 20th century marketers concluded that selling any product without intermediaries is much more profitable and effective, since it does not require additional costs. The instrument of this sale was the telephone (as one of the most dynamically developing means of communication).

Telephone sales. Key Features

Telephone sales (or telemarketing) directly connect the seller and the buyer. However, such a process has a lot of features, since the interlocutors do not contact personally, but through the phone, which imposes a special imprint on communication. Call interrupt fairly easily, so in the process of such a transaction, the ability to interest the interlocutor plays a key role. As a result of numerous studies, it was concluded that telephone sales would be effective if it was possible to establish a relationship with the client during the first 45 seconds of the conversation.

The technique of "cold" calls

This is the ringing of strangers to sell their goods, services. This is simultaneously one of the most effective ways of selling, but at the same time the most difficult, because the personality of the seller, his charisma, verbal skills play a decisive role.

Successful sale

What is necessary in order to sell your product to the maximum number of people during the cold call ?

1. Selecting the target audience. This is the main stage of preparation for the impending call. If you sell massagers for the back, then choose for pre-retirement and retirement age people. When selling a business idea, it's logical to call potential investors, etc.

2. The identity of the seller. As already noted, telephone sales are particularly dependent on how quickly the seller will be interested in a potential buyer. How much he is eloquent, acquainted with the characteristics of the goods, I am convinced that the products are extremely necessary for the buyer. An important nuance is the smile in the conversation. In spite of the fact that the buyer does not see it, the intonation in the voice conveys the mood and is able to place the interlocutor to him.

3. Purpose. Telephone sales are often ineffective only because the seller initially does not set a specific goal. And it, as a rule, is the appointment of a meeting.

Telephone Sales: Scenario

If you are first encountering telephone sales, then the simplest scenario of this conversation will be useful:

1. To welcome the interlocutor, introduce yourself.

2. Represent the company on whose behalf the sale is made.

3. Identify the purpose of the call and briefly outline the advantages of the proposed product / service.

4. Assign a meeting to discuss the details of the transaction.

Such a universal scenario is usually enough for an effective sale.

Call Centers

If the target audience is large and you do not have personnel with knowledge of the technology of sales, then this task can be entrusted to special firms (call centers) engaged in telemarketing. They have a staff of experienced employees, which are prepared by business coaches and psychologists. It is enough only to report the characteristics of your product / services and agree on the desired form of the report on the part of the firm.