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Top five tips for improving sales technique over the telephone

A conversion from a telephone call is always a more difficult activity than a face to face meeting. When responding to inbound enquiries, the caller needs to identify a great deal from just one conversation. The skills for making outbound telephone calls with an objective of obtaining a meeting or giving a demonstration are gained through experience and training for this specific purpose. Below we will outline the core skills needed to engage with potential clients and achieve the outcome required.

1. Identify a need

Try listening to the content of your calls using outbound call recording to make improvements.

Every client has a potential need for your product or service if they form part of your target market. It is up to you to establish that need by finding out a little about them and how your product or service would be used. This particular skill is all about listening to the client and developing a clear understanding of their requirements in relation to your offering. Once this is identified, the sales process can begin. Try listening to the content of your calls using outbound call recording to make improvements.

2. Talk about benefits

Make sure the benefits of your product or service are made clear to the client. By outlining the benefits to the client, you are helping them to evaluate the offering and picturing how it would fit in with their need for the product or service. If your offering has a unique element that none of your competitors do, focus on that, it may be that this benefit sets you apart from the competition and the client wasn’t aware of it. Identify areas that need improvements with outbound call recording.

3. Build a relationship

By having developed an understanding of the client, you will be in a stronger position to support them with their purchase.

Be personal whilst retaining a professional edge. If you are helping a client to decide on a product, find out about their lifestyle or organisation and make suggestions on how they could get the most from your business. Be helpful and offer alternatives that they not have thought about. By having developed an understanding of the client, you will be in a stronger position to support them with their purchase. Listen to every call with outbound call recording.

4. Be persistent

Don’t lose momentum, keep the contact up and remind your client that you are still around ready to help the moment they are in a decision making situation. Clients make take a little longer to come to a conclusion at the moment but that doesn’t mean you must set aside the contact you’ve made as it could come when you are least expecting it. Go over the content of your last call using outbound call recording.

5. Be direct

Don’t be afraid to be direct with clients.

Don’t be afraid to be direct with clients. If you feel the conversation is going positively but the outcome has still not been determined, ask for an appointment. If the client seems keen but not willing to commit ask directly “what is holding you back from making a choice on this?”, it could be a meeting or conversation that they need to have first. If you identify what is in the way of taking the call to the next stage you can often overcome any objections by being more direct. Assess the success of each call with outbound call recording.

Outbound call recording can help you to understand the content of each call and identify any weak areas in the sales process. By listening to calls, you can train your team to make improvements and increase conversions as a result. To find out more about call recording please call 0844 720 1440 or email us on info@mediahawk.co.uk.

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