Post by account_disabled on Mar 9, 2024 8:37:48 GMT
Ask the right questions, at the right time The question and the moment in which it is asked are two sides of the same coin. It's important to ask open-ended questions, give them time to respond, and give your contact the opportunity to speak when they ask. The time of day and the day of the week are two other important parameters to consider and can radically change people's reactions: imagine receiving a phone call at 7am on Monday or at 7pm on Friday, they are not exactly the ideal moments. . Be prepared for possible objections Creating a list of objections and being ready to address them can make an exploratory phone call successful. Improvising is strongly discouraged, but at the same time no one wants to listen to a salesperson talk like a robot. To reach a good compromise between preparation in view of objections and the adaptability of responses.
A good method is to first identify all possible objections and create a Denmark Telegram Number Data list, which will gradually be expanded. This can allow you to modulate the response based on the specific case, in a few seconds, without hesitation.“Have you purchased a product/service like this before?”. If the contact answers: "Yes, I recently purchased a similar product/service", this means you will need to delve deeper into the potential buyer's motivations, strategy and past experience. Try asking some questions like: What made you buy it? What problem were you hoping to solve? How do you feel about this product or service, six months after adopting it? If, however, your contact replies.
No, I have never purchased a similar product/service" it will be necessary to offer the right information and gain their trust, guiding the potential customer through the various options and offering only those capable of bringing true value . In any case, the seller should explore the customer's purchasing decision-making process because, according to Gartner , an average of 6.8 stakeholders are involved in every B2B purchase, which means you need to understand who else has a say, what the their individual priorities and how your contact can put themselves in a position to convince these people. What is the BANT structure for choosing questions and how to use it The BANT (Budget, Authority, Need and Timeline) framework covers the four main areas of information a salesperson needs when working on a lead.
A good method is to first identify all possible objections and create a Denmark Telegram Number Data list, which will gradually be expanded. This can allow you to modulate the response based on the specific case, in a few seconds, without hesitation.“Have you purchased a product/service like this before?”. If the contact answers: "Yes, I recently purchased a similar product/service", this means you will need to delve deeper into the potential buyer's motivations, strategy and past experience. Try asking some questions like: What made you buy it? What problem were you hoping to solve? How do you feel about this product or service, six months after adopting it? If, however, your contact replies.
No, I have never purchased a similar product/service" it will be necessary to offer the right information and gain their trust, guiding the potential customer through the various options and offering only those capable of bringing true value . In any case, the seller should explore the customer's purchasing decision-making process because, according to Gartner , an average of 6.8 stakeholders are involved in every B2B purchase, which means you need to understand who else has a say, what the their individual priorities and how your contact can put themselves in a position to convince these people. What is the BANT structure for choosing questions and how to use it The BANT (Budget, Authority, Need and Timeline) framework covers the four main areas of information a salesperson needs when working on a lead.