Telesales professionals are usually the first point of contact with prospective clients. Ensuring your team understands how to avoid negative impressions will be a huge help to your marketing goals.
If there's one aspect of sales that business owners hate more than anything, it's pushy agents. Diving straight into the pitch without any groundwork or rapport building is going to grate on people immediately. Even just a minute or two getting to know the prospect goes a long way to creating a positive impression of your brand.
Decision makers are always busy. If they believe your sales staff are wasting their time, they'll quickly form the opinion that your entire business model is "time‑wasting." The fix is easy: ensure your agents understand the product, where it fits in the industry, and how it can genuinely help the prospect.
Asking questions and genuinely trying to understand a prospect's business is a great way to build a good impression. If your telesales team isn't engaging prospects in two‑way conversation, sales will suffer.
By asking questions, you may uncover opportunities to solve an issue for your prospect or up‑sell — demonstrating that the agent genuinely wants to help.
Prospects rarely become clients quickly, especially in B2B. It usually takes a number of interactions before a sale occurs — the relationship warming with every conversation.
Many salespeople focus on imminent volume rather than longer‑term goals, which can cause genuine opportunities to be cast aside. At Blue Telecoms, we often have clients who are known of for months before purchasing. Every conversation warms the lead until they're ready — this is completely normal B2B behaviour and something to be nurtured!
There's nothing more frustrating for a decision maker than being on the phone with someone trained only to sell rather than educated in the product they offer. Ideally, agents should be knowledgeable about the product, the industry and what key competitors look like. Even a small amount of knowledge goes a long way with decision makers.
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