If there’s one thing that potential customers want from a telemarketing call, it’s to be listened to. No one wants to be talked at for minutes on end when they have no interest in a product or service. Many also dislike being talked into buying something that won’t really benefit their business.
Luckily, this type of sales call is rapidly falling out of favour. It’s being replaced with techniques that are more inclusive, less pushy and a lot more rewarding. One such technique is consultative sales. A great way to learn more about a potential customer’s needs and requirements while building a solid business relationship, this innovative questioning and sales technique can bring you real results.
What is consultative selling?
As SalesHacker says:
“Consultative selling techniques are rooted in the selflessness of the salesperson. It’s not about proving that your product or service is the best, it’s about finding the solution that’s right for the customer.”
This means that telemarketers need to spend time talking to their potential clients in order to get to the root of their specific requirements. Once they’ve established what it is the company needs, they can then work together with the prospect to find a solution.
In order to learn more about a business, the challenges it faces and how your company can help, you need to ask some key questions. Often consultative questions are used to encourage a potential customer to think a little deeper about their circumstances, the challenges they face and possible solutions.
Asking things like, “What do you think would happen if you ……?” or, “What would you need to change in order for you to….?” Are good ways to get the conversation going and to get to know your prospect a little better. Although you don’t want to steer the conversation too much, try to keep these questions relevant to the products or services your company offers. Make sure you listen carefully to the responses your potential customer gives as these should form the basis of the rest of your conversation.
Demonstrate your expertise
Throughout the consultative selling process, you need to demonstrate your expertise as a thought leader in your industry. To get the most out of consultative questions, you need to ensure your potential customer trusts your opinion and your advice. This may mean pointing out how some of your products or services won’t suit their needs while others are perfect for their requirements. Even if the call doesn’t end in a sale, you can provide valuable and trustworthy advice to your customers, encouraging them to use your services again in the future.
By putting your customers first, and searching for solutions to their problems together, you can build a solid business relationship and help your customers to find the perfect solutions to their professional needs. Learn more about consultative questions, and intelligent telemarketing techniques, by taking a look around our site.