Reputed telesales companies like The Global Associates realize the importance of having in their fold sales representatives who know the art of turning a prospect into a customer pretty quickly. The fact is that most telesales companies rely heavily on a handful of their reps to bring in the bulk of their business while others just make up the numbers, certainly not a happy situation.
To improve their results, sales organizations must encourage the lesser successful sales reps understand and replicate the success formula of their better performing colleagues. Experience shows that one doesn’t always need to be a born salesperson, it’s possible for anyone to acquire the craft of sales with right training and diligence.
Following is a brief discussion on the qualities that make some sales reps more successful than others.
· Ability to empathize
Knowing the art of empathizing well with the customer is an essential quality a sales rep should possess in order to take telesales companies to greater heights. Each customer has needs and issues that are unique, you cannot treat them the same. Never assume that you know more than the client, learn to ask open-ended questions to understand their needs and problems. An accomplished sales rep always listens and understands the prospect to elicit the required information.
· Ability to think quickly
You should be able to think quickly and clearly in order to go with the flow. A good script is essential, but you should not sound too scripted. Always go with the flow and try to listen to what your prospect has to say. This would enable you to adapt to a situation and mould the conversation accordingly to be more effective and result-oriented.
As a rule, telesales companies shouldn’t rely on just a handful of their employees for their business. It’s essential to try and bring other employees up to the same level as their high-performing colleagues in order to realize the full potential of the organization. We shall discuss a few more qualities that make sales reps more valuable in our next post.