This type of sales is also known as telesales. It is conducted remotely and is suitable for both B2B and B2C sales.
Telephone sales can be divided into:
Outbound telesales: This is the practice of cold-calling a lead to offer a service or physical good for sale.
Many times a sale is not achieved with a cold call, but it is achieved:
Qualify new leads
Schedule meetings to follow up on the sales process
Inbound telesales: Leads and customers contact the sales team with interest in a product or seeking technical assistance. If the latter is the case, you can use this opportunity to generate another sale.
Something very important to keep in mind is that the first call in a telesales call is usually about building relationships. You shouldn't force the sale. This is one of the most common mistakes when making sales calls .
In telesales, you must respect the stages of your funnel just teacher database like in any other type of sales. Therefore, you must practice telephone sales skills such as:
Be ready
Make sure you're 100% prepared for the type of call you'll be making. Keep in mind:
The location from which you'll make the call. Avoid noisy places or places with poor signal strength as much as possible.
Conduct prior research on the lead or prospect. This will always give you an advantage. You can use LinkedIn, Google, or Pipedrive's smart contact data feature .
Avoid talking all the time
This is a mistake many salespeople make. They focus so much on their script that they forget to let the customer speak.
We all like our opinions and points of view to be taken into account. That's why the salesperson should encourage conversation.
One way to do this is to ask the prospect about their needs and goals, as well as those of your company. But asking questions is only half the battle. You must listen carefully to their answers and record key data. This way, you'll be able to offer tailored solutions.