Pressure sales and closing phrases like "So, how do you want to pay for this?" have less effect on consumers that have heard the spiel dozens of times. Even smooth conversations can get tense when it's time to make the decision. No matter how many facts, figures, and potential benefits you provide, the customer has the option of terminating the conversation at any time.
Timing is important.
Even after the presentation, the client should not be closed until they've had the opportunity to ask their questions and voice any objections. But simply reacting to the customer's queries and waiting for them to speak can sink the deal. The technique called "confirming questions" qualifies sales responses with phrases such as "That's quite a bargain, isn't it?" When you start getting positive agreement, it's time to think about closing the deal.
Another way to use this is to ask questions like "How does that sound?" or "Do you feel better about it now?" Try to connect on an emotional level since final decisions are more about emotions than review of facts or even dollars and cents.
Avoid high pressure.
High pressure sales tactics amount to following one close after another hoping for a positive response. But that's the same as asking, or telling, the prospect that his decision isn't acceptable. Instead, follow up each negative response with new information, benefits, or features to generate positive reactions, and then try to close.
Don't get frustrated.
Don't give up with repeated negative or noncommittal responses. Some people just take longer to make decisions. If the customer is still on the phone, you can still make a sale. Everything you can add to improve the conversation and sell the product increases the chance that you'll end up with a sale.
The alternative close.
Act as if the customer has already agreed and offer alternatives, such as "Would you prefer the black one?" or "Which package deal seems best to you?". Making these secondary decisions can lead the customer toward greater comfort with the major one.
Sweeten the deal.
Offer that extra discount or free gift without seeming desperate. Point out the value of any incentive. This could even involve offering to email links to videos or digital coupons that are not contingent on a sale at all but simple perks to maintain interest and keep the conversation moving.
Conversation isn't enough - don't be satisfied with volume if it doesn't mean more revenue. If your phone sales have flat-lined, contact Walking Fingers Telemarketing for help in boosting sales conversions in your next targeted phone sales campaign.
At Walking Fingers Telemarketing, you can work with professional and dedicated telemarketers. We've handled sales tasks for businesses for over a decade by providing excellent customer service every step of the way.
To schedule an appointment for our services, contact us today. Call 866-205-2268 or send an email to firstname.lastname@example.org.