Today you’re going to learn how to convince customers to buy.
It’s already a day’s work, and I have not sold anything again – it’s a thought that often accompanies telesmakers. Without professional coaching and maintaining a constant, high motivation to work in this profession, the burnout syndrome appears very quickly, which results in a change in the industry. In addition to the group of people who contribute to the group of telemarketers accidentally or out of necessity, there are also those who have contact with the customer by phone and enjoy satisfaction with every successful commercial conversation. Are you such a person? Read what to do to make you work even better.
How To Convince Customers To Buy From You?
In the catalog of objections generated by clients, a significant area is occupied by apparent and selling objections. Telemarketer often hears: “I have no time”, “I am busy”. Taking advantage of the fact that the interlocutor, however, found time to answer our phone, we can say at this point “my presentation will take you only a moment, and thanks to that you will hear about the solution that will help lower your costs.”
It should be remembered that bringing a conversation to the stage where we can outline the offer is already our success and from this partial success much closer to the decision to buy and, consequently, to the sales bonus for us. At this stage, it certainly helps to believe that what we sell is a really good product that is competitive against other similar ones on the market.
Real objections usually concern either the product itself or its price. The response of the telemarketer should be flexible and depends on the type of customer with whom he deals. The chatter client expects us to speak to him, so please listen patiently to what he has to say and then, for the information received, modify the base proposal.
The undecided customer has problems making an independent decision and, in consequence, partially transfers the burden of taking it to the seller. Therefore, one should devote more time to building his trust and to use the method of small steps and simple questions.
The ruthless customer will act aggressively and treat the seller as a person on whom one can survive. In this situation, it is more important than ever to take exemplary kindness as a counterweight to the arrogant behavior of the interlocutor.
A taciturn customer will have difficulty telling us his own needs , so extracting information from him may take longer than usual.
The rational customer makes his decisions with caution, which is why we try to use rational, not emotional, arguments, as well as beware of the fire of giving information that we are not sure.
Conducting depending on the type of client we deal with, assuming flexibility, making a current analysis of needs based on active listening and reacting, allows you to present a solution that will be as optimal as possible for our interlocutor, and in consequence will bring it closer to purchasing decisions.