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Sales Techniques for Inbound Calls - Increase Your Sales
by Rich Hessler Solar on Apr 28, 2010
Inbound call sales is defined as customers contacting call centers for customer service or catalogue (paper and online) sales. The goal during an inbound call is to make an add-on sale. By deploying specific techniques, inbound call sales representatives can increase their conversion rate.
Interrogation
Everyone knows what it is like to get interrogated by a sales representative. Instead of using this approach, make the call seem more like a conversation. For example, make a statement such as "My name is Rich" in front of "What is your name?"
Lead the Conversation
Just because you are answering a call does not mean that the customer has to lead the conversation. Develop a process to guide a caller through a conversation. A sample process would include:
Greeting
Method of engagement
Develop a need for product
Present the solution
Close the sale by reinforcing the buying decision
By putting a practice such as...Read More >>
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