In general, classic closing techniques like ‘the puppy dog’, ‘good cop, bad cop’ and ‘impending doom’ should be avoided when making telemarketing calls. Most decision makers will be able to see through them and may feel frustrated that the telemarketer has tried to manipulate them.
Ideally, the telemarketer will do such a good job in engaging the decision maker and describing the benefits and USP of a product or service that they won’t need to resort to clichéd closing lines. If not, or if the telemarketer just wants a reliable and professional way of rounding off their calls, there are better ways to bring the conversation to a close.
Rely on quality
Telemarketers who are familiar with the product or service they’re promoting, can handle objections well and are able to create a rapport with decision makers shouldn’t have to use tired closers at the end of a call.
Provide telemarketers with high-quality training in effective telemarketing techniques and you’ll find your team are more than capable of bringing a call to a satisfactory end, without a puppy dog in sight.
A good way to finish a telemarketing call is to sum up all the points you’ve covered in your conversation. Use the chance to repeat the concerns or objections the decision makers has raised and the solutions you’ve come up with to overcome them. List how the product or service you’re offering can make their life easier and demonstrate that you’ve listened to the points they’ve raised during the conversation.
End with a question
Ending with a question is another good way of bringing the conversation to a close. Ask if the decision maker has any further questions about what you’ve discussed. You could also ask if they want you to call again to talk in more detail, or simply ask them what they think of the product or service you’re promoting. Asking a question shows that you value the input and opinion of the decision maker and that you’re willing to listen as well as talk.
In some cases, being honest can be the most effective way of ending a call. Instead of skirting around the issue, simply say that you’ve taken up enough of their time and you’d like to know if they’re interested in what you’ve discussed. Most decision makers you speak to will be busy and under a certain amount of pressure, and many will appreciate a more direct approach.
Improving communication skills and learning effective telemarketing techniques can help to improve the quality of the calls you and your team make. Find out more by taking a look around our site, or getting by in touch with a member of our team.