They need to be asked tactfully and carefully. If you correctly construct questions to the client about his preferences, plans and opinions, this will give a lot:
you will be able to find out how to sell more to this particular person;
the consumer will form a positive opinion of the callers (it’s always nice to know that your opinion is of interest to you and that they care about you);
there is a greater likelihood that a new sale will be made;
the client will become a regular, preferring the company that ordered the call to its competitors.
Telemarketing script development
The questions themselves can uses of physician database be both indirect and direct. The operator must explain to the client everything he wants to know about the product, unobtrusively suggest possible answers to the questions. In the instructions for the manager, it is important to prescribe the inadmissibility of pressuring the interlocutor. The task of the telemarketing specialist is to create a sense of comfort in the consumer.
Description of the offer
The main part of the appeal to the client should have a special structure:
The entire text of a commercial proposal is divided into parts for ease of perception. There may be several of them - a couple of sentences about the advantages of the product. For example, when describing a transport company, a manager can mention a rich fleet of equipment, modern flight tracking systems, speed and accuracy of work, well-known clients.
After describing a product or service, it is best to provide reviews from real customers or the media. This greatly increases trust in the company. As a rule, ideas conveyed only by managers automatically arouse suspicion. Ideally, the most vivid and capacious reviews should be provided verbatim, indicating their authors.
The operator should continue his speech by voicing the price of the offer. It is important that there are two or more cost options for clients with different incomes. The specialist can advise on the possibility of combining price and quality in accordance with the wishes of the interlocutor.
Having announced the price, a competent telemarketing operator will immediately distract the buyer's attention. For example, he will ask him a clear and simple question that can be answered quickly and without thinking. The content of this question should be neutral, not directly related to the transaction. If the person answered calmly, you can continue discussing the payment procedure.
Distraction questions should also be used if the interlocutor asked about the price immediately after the conversation began. Having named it, the manager takes the initiative from the client and continues to talk about the product.