Here's how you can improve your conversion rate when selling products and services over the phone:
1. Product knowledge. Keep in mind that your prospects will not buy without asking questions. They would surely want to know how your products work, how they can benefit from them, their limitations, their selling points, and their competitive advantage. As a seller, you must know your offerings inside out so you can help you prospects make well-informed decisions.
2. Active listening. Start the selling process by asking your prospects about their problems or pains. To make these people feel valued, make sure that you give them your undivided attention. Show them that you are truly interested to hear them out by encouraging them to tell you more. This is one way to get these people to like you.
3. Loosen up. You don't need to sound very formal during your sales call. If you don't want your prospects to feel uneasy, I'd say loosen up. Use conversational tone and strive to sound friendly and warm all throughout. If possible, get these people to smile or even laugh by sharing something funny.
4. Know how to handle objections. What are you going to say when your prospects say "I don't like it", "I don't need it", "It's too expensive", etc? If you are unable to properly address these objections, they are most likely to cost you sales. I recommend that you anticipate all the objections that your prospects might raise and prepare for them by creating canned rebuttals. By doing this, you will surely not get caught off-guarded during the selling process.
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