From helping you to get your foot in the telephonic door to opening up the conversation and getting to know your potential customers, questions can help you at every stage in a telemarketing call. One of the most important tools that telemarketers have at their disposal, questions can help to bring a call to very successful conclusion.
One type of questioning that’s often overlooked by telemarketers is rhetorical questioning. Although not as obvious a tool as open or consultative questioning, rhetorical questions can play an important role in telemarketing calls.
Steering the conversation
Rhetorical questions in telemarketing are invaluable when steering the conversation. Asking a rhetorical question, instead of simply changing the subject, can help to move the conversation on while keeping it flowing. Ideally, even if you are trying to steer the conversation, you don’t want your rhetorical question to come out of the blue. Instead, it should be related to the subject you’ve been discussing and should allow you to link the previous part of your conversation with the discussion that follows.
Demonstrating that you’re listening
Rhetorical questions can be used very effectively to show that you’re listening to everything your potential customer is saying. Try to use rhetorical questions to bring together the key points that have been made in the conversation. As well as forming a useful summary of the conversation so far, this also helps you to demonstrate that you’ve been listening and that you’ve been taking your potential customer’s ideas, concerns and requirements on board.
Using rhetorical questions to emphasise your point
As Business2Community says, “Rhetorical questions can be used to encourage customers to agree or consider a particular point.” This can be a useful way of getting a customer excited about your product or service. Although rhetorical questions are unlikely to change someone’s mind if they haven’t been convinced by what your company offers, it can help to reinforce positive points and remind customers about the key benefits your company can provide.
Asking a combination of questions
Although rhetorical questions can be used to great effect during a telemarketing call, you’ll need to use a variety of questioning techniques during your call if you’re going to see real results. Open questions can be a great way to get a conversation going, especially when the prospect first picks up the phone. Consultative questions can also be incredibly useful as you attempt to find out more about the business, its needs, its requirements and how you may be able to provide the perfect professional solutions.
If you’re interested in learning more about intelligent telemarketing, or if you want to improve the quality of your own telemarketing calls, we can help. Get in touch with a member of our team, or have a look around today to find out more.