Most traditional salespeople will agree that potential buyers often reject them before they even have a chance to engage. The idea is to create an environment where the salespeople reduce the customer’s anxiety and ensure that the prospect is open and receptive immediately on the call. But how you ask? Luckily, there are some tips and tricks that inside salespeople can use to succeed at using the phone. By following certain tactics and tips, one can succeed in creating a mutually beneficial and long-lasting relationship with the buyer.
#1. Pass Over the Baton and Don’t Sell Your Product or Service.
#2. Learn About Your Prospect and Learn Some More.
Take on the role of Christopher Columbus and discover. Your first goal needs to be to execute or to schedule a discovery call to learn about all of the needs and goals of the buyer. Without these goals, how can you properly present your product or service optimally to the decision maker? You Can’t. This is the first step away from the traditional sales approach to a more collaborative and mutually engaging conversation.
#3. Do your Homework and Show it Off.
This requires you to understand the decision-maker’s role and needs. Demonstrate that you did your due diligence by understanding the needs and goals of the buyer’s persona, as well as, the background of their organization. Furthermore, avoid the costly mistake to not doing basic research and prospecting and wasting valuable time asking the decision-maker basic and surface-level questions. Decision-makers have no time to waste by bring the salesperson up-to-speed on information that can be easily found. By demonstrating that you did your due diligence, you build a level of respect and trust with the buyer. This immediately gives you a heir of credibility and trust, and differentiates you from the 90% of traditional salespeople that call the decision-maker.
By understanding the mindset of the prospect, and the psychology of telesales, you will connect with decision-makers and will definitely lead to better results and sales. Good luck and happy hunting.