Telemarketing Sales: When Buyers Don’t Buy

In the telemarketing sales profession, many sales are lost within the first twenty seconds of pitch when it comes to executing a telephone sales presentation. Successful salespeople will greet customers warmly and let their personality sell naturally as a person first. The buyer, in many cases, decides first, before even hearing about the actual offer, if you are a person they would like to do business with. When the phone sales process is unsuccessful, it is often because the salesperson fails to quickly connect with the prospect through a rapport-building greeting and opening. The worst part of this is that the prospect stays on the line and listens to you, having already decided to say no at the end of the presentation. It’s a waste of time, energy, and a potential customer when the outcome could have been different with the right approach at the start of the launch.

Second, buyers and decision makers sometimes don’t buy because the closer fails to connect both emotionally and rationally with the prospect during the presentation. Successful salespeople will use both their hearts and heads to make sales. Keep in mind that as a seller, you will be successful to the extent that buyers…

• 1) Like you.
• 2) Believe him.
• 3) Trust yourself.

Shoppers unknowingly have a built-in meter that measures how you score in these three critical areas. Your job as a sales professional is to register as high as possible in these areas.

The best salespeople also ask the right questions at the right time while “selling the sizzle” and not the steak. Sell ​​the benefits of your product or service to your potential customer instead of selling them the actual features of the product. Your questions should be designed to expose the prospect’s “unsolved problem,” so to speak. You always want to talk about the bottom line benefits of the product or service in relation to your prospects’ “unsolved problem.” Doing so will make the task of rebutting less difficult because there will be less sales resistance at the end of the pitch when you ask for payment for the item.