Telemarketing. Appointment setting on the phone is arguably even more important in tough times than it is when cash is flowing. Certainly the UK economy has recovered greatly over the last 10 years. All since the deep recession following the collapse of Northern Rock. However, with the current political uncertainty, it is still a challenging environment for many. Low interest rates are some evidence of this.
Many of your customers are looking to keep costs down too, and get best value.
Do your products or services help your customers save money or get better value? If so, that becomes your sell. Focus them on how buying your service or product will help them. And of course, use examples and facts as much as possible. They will expect you to say your service is the best on the market – so prove it.
The theory says
Sales theory says that it’s easier to uncover a fear of loss when selling an intangible than the desire for gain. I’m not sure what I think of this. I don’t have a strong view either way. Chances are that your best approach is to base it on the personality of the person you’re selling to. Positive people in rapidly growing modern companies may respond better to positive approaches : gains, benefits, staying ahead of competition etc. Perhaps a negative (glass half empty) person will find your negative ‘guarding against downturns’ and insurances resonates better as they assume that these negative things are likely to happen in any case.
Dealing with the psychology of your customer. This is one of the topics we cover on our 2 day in-house training courses. For teams making outbound calls : telemarketing, telesales etc, we have plenty of subjects to help uncover more opportunities, with more people more often.
For this and other elements of effective selling, To Market runs courses for telesales and telemarketing teams as well for field based sales personnel who have to do their own appointment setting. Contact us via our contact page and we’ll send you more details. You can find out more about our range of open courses here