The most important thing you need to do when you finally get through to your decision-maker (who is now a potential customer) is identify their needs. This you do by using a combination of communication skills. First you must listen really attentively. Listen to what they’re saying, and what they’re not saying. Listen to how they say it, what describing words they use (adjectives !) as this gives away a lot about what is going on in their head. Also it is important to ask questions – really good questions. Get them to consider possibilities and alternatives. Engage them mentally – they will appreciate it !
The third skill you may need is to talk benefits. If they’re interested and open to your approach, they will listen to you explain why your product or service is just right for them. This is how you then build interest. You are then more likely to be able to close them. Try out the CD on identifying needs http://www.associatedlearningsystems.co.uk/product_detail.asp?ProdID=4 Buy the CD today using your credit card or your paypal account and you could be listening to it tomorrow.
This is an important part of the telesales and telemarketing training courses we run throughout the East and West Midlands including Birmingham, Coventry, Leicester, Northampton, Derby, Nottingham, Milton Keynes, Loughborough, Coalville, Solihull, Lichfield, Tamworth, as well as wider parts of Leicestershire and Northamptonshire.