Telemarketing Software Featured Article

If there’s one thing I hate more than anything, it’s being forced into doing something I’m not fully sold on yet. I think most people would agree. Buying a car, for example, can be an arduous process, especially when you’re talking about dropping a pretty penny on a brand new one. Same goes for picking a college, what cell phone you’ll upgrade to, or finding an insurance plan for your pet. You want to feel in control and like you’re making the most educated and cost sensible decision. And most importantly, that you have arrived at the decision on your own. Guilt and regret can set in when you aren’t fully committed at the time you make a decision.

This is something salespeople must keep in mind too. There’s nothing that is going to drive potential buyers away faster than feeling pressured and forced. Don’t be that pesky salesperson who sounds like all they are trying to do is make a sale as soon as possible. Take the time to learn about your customers' needs and allow them to make the decision. You’ll have more success this way.

A recent VanillaSoft blog looked at this very idea and describes why it’s important for inside sales reps to give potential buyers the space they need to make a decision to buy.

To better prepare for these interactions it’s recommended to have some questions ready to ask a potential sell to learn more about their wants and needs.

It’s also a good idea to learn not only your offering inside and out but also learn about your competition – since it’s likely the prospect has already researched them. Be prepared to explain why your offering outweighs the competitions’.

You should not sound like you have memorized a skit about the product. Be passionate when you’re telling a prospect how it really will help add value to their lives or solve a problem for them.

When it comes time to close the deal you should carry this same tone and graciousness with the prospect.

What’s worse, being a poor, pushy salesperson may not only kill the specific deal, but it could also become something shared with others via word of mouth. Think of the far reach of the Internet and what a poor experience can now do in the larger picture. You’ll want to be nice so customers come to you instead of running the other way.