By admin
In telemarketing, business recovery is a difficult but necessary task. When we know that more than 85% of the sales are concluded after more than 4 raises, we see the importance of this operation in a B-to-B teleprospection strategy.
Identify the real needs of prospects
During a B to B telepresence mission, teleoperators may find it difficult to persuade future clients. Indeed, it is essential that professionals first discover the real motivations of buying prospects before in order to better convince them. Often, it is by noticing the statistics on the mission that we realize the number of opportunities that have been missed.
Officials tend to assert that it is the questions in the discovery plan that are not relevant enough. Fortunately, the method is there to help them. It is a powerful and easy-to-use analytical tool for asking open and factual questions. This method will enable telemarketers to obtain useful information on the needs of potential customers.
Encourage the person to take action
Sometimes, by dint of wanting to conclude a sale, telemarketers forget that they are in the process of bringing their interlocutors into a sales cycle. That is, it will be necessary to move continuously from one stage to another to advance.
The first stimulus should therefore encourage future customers to make a decision in favor of the company. The argument may not be useful at this level. In most cases, during a B-to-B teleprospection campaign, the person (agent, secretary) who receives the call can not decide.
It must therefore forward the requests to the management. Teleoperators will therefore have to ask specific questions about the date of availability or find a strategy in order to address the decision makers directly. During the next recovery..
