If you have targeted prospects, the questions would come easily. For example, you ' re selling sugar - free sweeteners. First you have to know your unique selling proposition. What do you have to offer that other products don ' t have? Once you establish that fact and you know that you ' re calling a targeted prospect, ask something that relates to the prospect as a person. Granted that you are calling a mother, ask first if they use sugar in their home as sweeteners. The common answer to that would be a ' yes ' and then you follow up with a question about whether they are interested in the fact that they can use as much sweetener as they want without health risks. The common answer that would again be a ' yes ' then you move in to ask if they would be interested in your product that would be able to do just that.
The Yes Ladder is an outbound call center agent ' s secret to success. If you have managed to make your prospect say yes to more than two questions already, then it becomes harder to say no. It ' s a common marketing strategy though it doesn ' t really always deliver. We might be able to meet the interest of the prospect but sometimes it really doesn ' t deliver. You have to have a few back - up questions in order to make them not lose them. So what do you do? You ask open - ended questions ( this doesn ' t work though if you ' re already pressed for time to complete the call ) This keeps the prospect interested and involved in the conversation.
So aside from the Yes Ladder, outbound call center agents should learn how to keep the targeted prospect interested and involved in the conversation so they could deliver a sale. It can get a little tough turning that cold call to a warm call but with enough practice and a better understanding of your market, things will eventually go naturally when you make outbound calls.
0 comments:
Post a Comment