If there’s one thing that all decision makers hate, it’s a pushy salesperson. Having someone call you up and then give you an aggressive – and often irrelevant – sales pitch is annoying and frustrating. Even if the product or service they’re selling could benefit a business, coming on too strong will put a decision maker off regardless.
“Getting someone to buy your product or service can create a lot of pressure. You want to make sure that you’re approaching each prospect the right way.”
Counter-intuitively, this often means toning your sales pitch right down or even taking it off the table completely. Actively choosing to not sell your product or service to your potential customer may not sound like a great way to increase sales. However, it can produce real results and help to boost your company’s profits in the long term as well.
The problems with selling
As many salespeople will know, one of the main problems with selling is that customers don’t like to be sold to. As soon as they sense anything that sounds like a pitch, decision makers are likely to switch off or try to get the salesperson off of the phone as quickly as possible. This means that telemarketers who have been tasked with boosting sales need to approach the decision maker in a way that doesn’t sound too pushy or too salesy if they want to achieve real results.
Building a relationship before making a sale
Although it may be a cliché, people really do buy from people they like. This means that taking the time to build a relationship with a decision maker is often the best way to make a sale. Although you may not close the deal on the first, second or even third call, taking the time to build up a level of trust, and get to know the needs and requirements of the organisation you’re talking to, should help to ensure you create a solid business relationship that will last for years.
Become a thought leader
Although customers don’t like to be sold to, most are happy to receive advice from people they see as experts. By setting your company up as a thought leader in your field, you can guarantee the advice your telemarketers provide is taken seriously. In many cases, offering free advice over the phone and online is the best way to promote your business’ expertise. Although the idea of giving something away for nothing may seem illogical, potential customers will be a lot more likely to seek advice from your company, trust your telemarketers and, in the future, buy from your business.
To learn more about how not selling can help to boost your sales, or about other intelligent telemarketing techniques, take a look around our site today.