Sell Effectively Over the Phone

Telephone sales, also known as telemarketing, has become increasingly common, especially since the health crisis. This sales method involves promoting products or services to potential customers over the phone. The phone can be used to generate leads, make initial contact, and also for after-sales with the customer service.

Telephone Sales

Who is it for?

Businesses use telephone sales for various reasons. Some use it to sell their products or services directly to consumers (B2C), while others use it to build business relationships with other companies (B2B).

Telecommunications companies, financial service providers, and retail businesses are among the biggest users of telephone sales. For example, telecom companies often use phone sales to offer mobile plans, internet services, and fiber optics. Some businesses also use telesales for prospecting and/or loyalty campaigns.

Why?

Overall, companies use telephone sales to reach customers who are not physically available. It’s also easier to reach a large pool of prospects remotely than in person. In fact, you have a much better chance of contacting potential clients worldwide via the network than by focusing only on physical events.

You’ll also notice a significant time saving by choosing remote sales. Not having to schedule in-person meetings eliminates travel for both you and your prospect.

Additionally, after-sales is generally handled by phone. It’s convenient for improving customer relationships by calling existing clients to ensure they’re satisfied and to meet their needs, no matter where they are.

Sell smart

Types of Sales Calls

There are two main types of sales calls:

- Cold calling: Cold calling is when a salesperson contacts a potential customer without any prior interaction. Since there’s no existing relationship before this cold call, the salesperson needs a particularly compelling pitch to engage the prospect from the start, or else they risk losing their interest. It’s also important to target prospects well and prepare an effective sales script to maximize success.

- Scheduled calls: Scheduled calls happen after a salesperson has established a relationship with a prospect. Salespeople call potential clients at a prearranged time to present their business and close the deal. While those making scheduled calls don’t need to work as hard to get the client to listen at the start, they must know their products or services thoroughly to be credible and close the sale.

What Telephone Sales Involves

As you can see, telephone sales is a complex method. There are several approaches, but the following steps are always necessary for successful phone sales:

Prospecting

The first step in telephone sales is prospecting for potential clients (also called leads). You can find qualified leads using customer databases, social networks, or scraping tools. It’s important to target those most likely to be interested in your product or service to avoid wasting time on dead ends.

Preparing a Sales Script

Once you have qualified leads, you need to prepare an effective sales script. The script should be concise, persuasive, and tailored to your target audience. It should also include product or service information and responses to potential objections. Practicing and rehearsing the script is necessary to avoid mistakes and hesitation.

Following Up with Prospects

Following up with prospects is crucial in telephone sales. It’s important to maintain regular contact with leads to keep them engaged. Follow-up can include calls, emails, or newsletters. Be sure to note information about prospects and use it for future follow-ups.

Closing the Sale

Closing is the final step in telephone sales. This is when you move to the purchase. It’s important to use effective persuasion techniques and active listening to avoid rushing the client and, ultimately, to close the sale. Of course, handling objections and resolving any issues is essential.

Remember, every company has its own process and vision for remote sales. Each of these steps can be applied differently and accompanied by other rules: the goal is always the same—to save time and convert as many leads as possible.