| Inbound call sales is defined as customers | | | | solution. |
| contacting call centers for customer service or | | | | Politeness |
| catalogue (paper and online) sales. The goal during | | | | You have received a lead for business. Make |
| an inbound call is to make an add-on sale. By | | | | certain to be courteous by listening, saying please |
| deploying specific techniques, inbound call sales | | | | and thank you, and being receptive to the |
| representatives can increase their conversion rate. | | | | problems they are presenting. |
| Interrogation | | | | Close the Deal |
| Everyone knows what it is like to get | | | | By making your product or service fit their |
| interrogated by a sales representative. Instead of | | | | problem, you are well on your way to closing the |
| using this approach, make the call seem more like | | | | deal. Using your closing techniques, present the |
| a conversation. For example, make a statement | | | | price and ask for a payment. A good way to ask |
| such as "My name is Rich" in front of "What is | | | | for payment: |
| your name?" | | | | "Will that be Visa or Mastercard?" |
| Lead the Conversation | | | | Make certain to avoid phrases such as "Before I |
| Just because you are answering a call does not | | | | let you go." This makes the leads assume that |
| mean that the customer has to lead the | | | | you are attempting to sell. This will put them on |
| conversation. Develop a process to guide a caller | | | | the defensive (and makes it difficult to close the |
| through a conversation. A sample process would | | | | sale). |
| include: | | | | Fallback Offers |
| - Greeting | | | | After the initial offer is rejected, have a second |
| - Method of engagement | | | | offer in mind. The fallback offer is almost always |
| - Develop a need for product | | | | less expensive than the first offer. By presenting |
| - Present the solution | | | | a fallback offer, customers may be thinking "I am |
| - Close the sale by reinforcing the buying decision | | | | getting a better deal." This means that you have |
| By putting a practice such as this in place, it is | | | | a better chance at closing the sale. |
| much easier to guide individuals through to your | | | | |