Top telesales companies like The Global Associates perform one of the toughest and most challenging jobs in 2021 with the decision-makers being extremely preoccupied and very well-informed. Developing sustainable business relationships with the customers is a priority for telesales companies, a process that always begins with a productive, meaningful conversation between a sales rep and an interesting prospect.
It’s essential to make it count to take the sales process forward beyond this first stage. What’s strange is that despite knowing the importance of the first few seconds of a cold call, salespersons are not often well-prepared while reaching out to a decision-maker, which further costs them dearly. As a result, a promising lead is nipped in the bud and they lose a lucrative deal within these initial moments.
The first few seconds of a cold call are mighty important, they make or break your chances. You need to do a few things well to keep the customer engaged and convince them to listen to you to the end. Make them agree to have more sessions with you for a better understanding to give you time to devise your strategies accordingly. Following is a brief discussion on these important things that help you convince them about dealing with you.
1.Make it short and to the point
The customer today has a premium on their time, telesales companies must make sure they don’t make them listen to long introductions or lengthy tales. It’s important to make it short, crisp and to the point to be heard by them with any interest till the very end.
2.Keep them interested
You are unlikely to hold the attention of the prospect if you fail to evoke their interest. Plan your conversation to keep the interest going for the entire duration of the call. Have something worthwhile to make them listen to you for long enough. Do thorough research about the customer and their industry and prepare a script that includes their main requirements and pain points. This will encourage them to come forward with you on this journey.
3.Judge their level of motivation
Identifying the main issues of a customer is important, no doubt, but it’s equally important to judge their level of motivation before investing too much time in pursuing them. If they aren’t motivated enough, they still might live with their pain for an indefinite period. Move on and focus on other leads if they lack this motivation.
The modern-day business environment makes the already tough job of telesales companies even more challenging. You must change your approach and do certain important tasks differently to create more business leads by convincing the customer about the suitability of associating with you.