3 Cold Calling Sales Techniques Approved by Telemarketers

Published by Magellan Solutions at March 30, 2020

The Bargaining Approach

This approach makes use of limited-time offers. When a customer is in doubt to buy a product, salespeople may offer something to prompt customers in buying that product.

The offer can be any kind of discount, deal, special gift, or reward a buyer can get upon purchase. This is found effective in drawing customers in and creating a sense of urgency.

Offering your prospects a discount, free shipping, or special deals is a good strategy. It makes them feel like they’re getting the most value for their money. However, this strategy requires proper timing.

With this approach, you need to calculate the best possible adjustments to still make a profit. Otherwise, your discounts might end up damaging your brand or cutting into your profits.

Example:

Case: After discussing the final price of your service over a phone call, the budget constraint was raised by your prospect.

Prospect: Your offer is quite amenable, but I’m on a tight budget now and could not afford to spend.

Sales Agent: I understand your financial concern, Sir! But don’t worry, we can find a workaround to agree on this. What if instead of charging you $300 for the initial deposit on your account, I will allow you to start with $250 for this month so you can start without overspending? Does it sound good?

Prospect: Ahm, $250 won’t work for me right now but I think $200 will do.

Sales Agent: I see. Okay, Sir! What if we settle for $220? I can have everything in place for you now and you’ll be transferred to our welcoming team. Sounds good?

The Presumptive Approach

This sales technique is more of a positive scripting. It takes place when a salesperson presumes that the customer wants what he/she is selling. This approach offset potential objections by limiting no’s from the customer. Hence, the more yeses you get, the higher the chances of sealing the sales deal.

However, this approach comes with a challenge. It needs 70-30 realistic statements that are based on the common likes of the prospect.

Example:

Sales Agent: Magellan Solutions, correct?

Prospect: Yes

Sales Agent: My name is Tyler from BSNL Telecom, how are you doing?

Prospect: I’m good

Sales Agent: BSNL Telecom is currently launching its fiber-optic connection, is this something you are interested in?

Prospect: Not really. Sorry, I’m not interested.

Sales Agent: So I guess you are using ADSL as your internet broadband connection, right?

Prospect: Yes and we’ve been using it since last year.

Sales Agent: I understand that switching to another internet broadband connection is time-consuming. But if we can make it hassle-free and convenient for you, are you willing to see how it goes, right?

Prospect: Maybe, depending on the process and the cost it will entail.

Sales Agent: Unlimited, reliable, high-speed broadband internet at an affordable price are things that will make you happy, right?

Prospect: Definitely! Can you give me more details about your offer?

Needs-Based Selling Approach

This cold calling sales technique focuses on getting the trust of a prospect first before guiding them to the buying process. It begins by identifying the needs of a prospect before offering them a solution.

To uncover the needs of a prospect, attentive listening and proper questions are necessary. A salesperson must balance questions with insights to keep the conversation forward. Hence, you must discuss how your solution benefited other businesses similar to your prospect’s.

We don’t want our prospect to feel interrogated. That being said, a sales professional must be good at throwing appropriate questions to build credibility.

Example:

Sales Agent: So, you’re having some delivery problems with your current distributor. How does that affect your business so far?

Prospect: It’s delaying our delivery to hospitals and ambulance drivers who need our products expect delivery ahead of time.

Sales Agent: What impact does that have on your productivity and finance?

Prospect: Instead of focusing on our core duties, negotiating the returns and tracking down deliveries consumed our time. There’s also a drop in our profit, not to mention the impact on our customer retention.

Sales Agent: What solution do you think will work to ensure your products are delivered on time?

Prospect: We are considering partnering with a reliable delivery company that can deliver on time. I think we deserve to work with a service that can guarantee prompt delivery every time.

Cold Calling Sales Techniques Are Nothing Without the Basics

Choosing the right strategy is crucial to the success or failure of an outbound call effort. However, executing these strategies without understanding the basics will put you at a disadvantage.

If you forget the basics of your sales strategy, a huge amount of your time will be wasted. Here’s a quick guide on selling basics to keep your sales strategies in good shape:

Develop comprehensive product knowledge

Product knowledge can increase your credibility as a salesperson. It can enhance your customers’ trust as well. It’s easy to close sales calls, especially if you have a full grasp of what you are offering.

In today’s information age, most of your customers have all the information at their fingertips. Thus, you must know more about your product or service than your customer does.

Product knowledge is relevant to customer service. With a precise understanding of your product, you can make your customer service team confident, competent, and efficient. Your sales reps would be able to deliver clear presentations, answer customers’ objections, upsell, and cross-sell.

To stay on top of the competition, you should also monitor your competitor’s performance. You can further improve your product knowledge by assessing their strategies which failed and resulted in a loss.

Create detailed buyer personas

Your buyer personas are generalized representations of your ideal customers. Having a detailed buyer persona is essential for your content creation and product development. To simply put, it’s easy to create a sales message when you know your target audience.

You can create buyer personas by doing thorough audience research. Start by collecting the demographic profile of your current customer base. You may also visit social media and find people who interact with your brand online. From that collected data, you now have an insight into your unique customer personas. Read more about sales efficiency.

Get better at listening to customers

Many sales experts would agree that active listening is the best customer service skill. When salespeople are good listeners, customers feel comfortable and secure with them.

It’s important to note that empathy begins with active listening. Customers need to feel that a salesperson is truly engaged in trying to understand their problem. When they feel connected, it’s easier to speak to one another. Having said that, salespeople must exhibit a great deal of patience as they navigate each customer’s concerns.

Find the right team to scale your business

With the right team, it can go a long way towards making you a successful business owner. You can increase your productivity and keep your business organized.

You may consider employing a high-quality customer relationship management (CRM) tool to take your customer service to the next level. It offers many advantages such as assisting with clients and contacting key prospects on time. It can also help you prioritize follow up activities and increase target reach rates faster.

If you want to boost the performance of your sales team, you should give CRM a try. Learning it may be time-consuming in the beginning. But once you get the hang out of it, it will result in more deals closed and a stronger customer base.

Magellan Solutions is a call center in Philippines specializing in telemarketing with 14 years of experience.