Selling over the phone can be a tricky affair. On one hand, you want to find out enough about the customer and understand their needs, however on the other hand, it’s important to ensure the interaction is carefully controlled and you don’t come across as pushy or sales-y. To that end, there are a number of red flags to watch out for while qualifying leads over the phone.
In this blog post, we are going to dive into more detail on what NOT to say when qualifying a lead over the phone, let’s get into it.
Don’t Talk Down
One of the most common mistakes is to talk down potential customers – try your best to focus on their needs and not make negative assumptions about their behaviour or financial situation. Furthermore, avoid asking intrusive questions or giving too much personal information – find a balance between being polite but also focused on finding a solution that fits with what they need. Finally, always be mindful of steering the conversation towards areas that are outside your product suite, stick to facts that relate to how you can help them solve their pain points.
How to Handle Rejection and Difficult Questions on the Phone
When faced with rejection and difficult questions on the phone, staying cool, collected, and professional is essential. A good approach is to acknowledge the other party’s feelings when they are upset before delving into any explanation or further dialogue. This demonstrates active listening and sends a signal that you are there to help and will not be dismissive of their concerns. Additionally, it can be helpful to take a few moments to regroup before responding, this shows respect for both parties while also giving you time to think of the best possible answer. Maintaining a respectful tone throughout is important, as this exchange may affect how your customer continues to view and trust your company.
How to Avoid Appearing Sales-y
Avoiding appearing sales-y on the phone is essential when qualifying leads. To do so, focus on building a relationship and understanding the customer’s needs rather than aggressively pushing your product. Furthermore, it’s important to be mindful of the customer’s current state of mind and to speak in a manner that is respectful and considerate. Finally, be sure to listen to their concerns and actively seek feedback on how your product or service could better meet their needs.
Examples of Successful Calls & Closing Strategies to Use
Closing a sale is always a challenge for any salesperson, but there are proven strategies one can use to be successful. For example, validating the concerns of the customer shows that you take their opinions seriously – it also helps to build trust and rapport between the salesman and the customer. Showing how your product or service solves their problem then becomes easier to demonstrate
Additionally, trying multiple closes allows customers to explore different options while still obtaining value from the sale, this creates a win-win situation and builds a positive relationship between seller and customer. Finally, following up after a call is important in retaining that client, sending an email reiterating the details of your conversation will let them know you appreciate their business. Using these various techniques can help make any call more successful.
Summary
Qualifying leads on the phone is one of the most effective methods for sales and marketing. While there are many advantages, it also has its share of challenges. Knowing how to prepare and handle difficult questions and rejections is essential to improving your success rate and overall results. Taking the time to review these tips and practice before making a call can help you deliver the best experience possible and massively increase your chances of closing the deal. In addition, having a quality list of qualified and interested leads in hand will greatly increase your chances of successfully closing deals. By following these simple steps, you’ll be well-equipped to confidently make successful calls today.
