Sales transactions don’t just come from online or outbound calls. They can also be generated through inbound calls from interested customers. However, inbound sales calls can be trickier than it sounds – hence the need for inbound call sales techniques.
In an instant, many customers might not push through with their transactions, and it can be either the customer’s or the agent’s fault. With this, making an impact in an inbound sales call is crucial to driving a company’s sales up.
Reliable inbound phone sales techniques
Managers and inbound call sales representatives should know how important it is for all employees to contribute to the sales increase and keep customers satisfied.
In this light, we’re happy to give you some of the ways on how you can improve inbound call sales techniques you can use to increase sales.
Learn your company’s products and services
According to a 2019 survey done by Microsoft, 36% of customers say that the most frustrating part of customer service is when an agent does not have full knowledge of a company’s products, services, and values.
Don’t just rely on your scripts. Simple research can go a long way. There are different ways you can learn about the company you’re in and its products. It can be through seminars, training, or personal research.
However, in-depth research can help you assist a customer better and give them better advice and recommendation about your company’s product and services.
Know your customers
Aside from knowing the company, it is also important to know what types of customers you talk to every day. Getting to know your company’s client base also gives you an advantage on how to handle them and communicate with them better to serve their needs more.
One of the basic yet important aspects of reaching out to customers is to address them properly. Learn how to pronounce their names, ask them how to spell it correctly, and how they would like to be called. This also helps you avoid discrepancies in recording or pulling up their customer data for an easier transaction with them.
This also helps you avoid discrepancies in recording or pulling up their customer data for an easier transaction with them.
Personalize the experience to each of your customers
One of the reasons you should get to know your customers is to tailor your offers according to their needs.
Doing cross-sales is another way of personalizing. For instance, when a customer buys a phone of their choice, you can offer them to add an accessory they can use with that phone. This applies the ABC (Always Be Closing) rule of thumb when doing sales.
Practice better sales talk
If you’re familiar with sales games such as elevator pitch, then you will know how practicing sales talk is important. Sales talk builds the interest of customers in a product. This helps them decide whether they will go on closing the sales or not. Depending on the product offered, you can try to explain a product as short and as simple as possible.
This helps them decide whether they will go on closing the sales or not. Depending on the product offered, you can try to explain a product as short and as simply as possible.
Sales talk also goes in two ways – listening and speaking. You can’t just force a customer to buy a specific product when they don’t want to. This is why you should also learn to listen to their preference and criteria.
Last but not least, learn how to make your conversation as natural as possible. Yes, you might be following a script, have the proper knowledge of your customers, and know-how to pitch your products and services.
However, strictly sticking to these things can make you too mechanical and rigid. This is why you should add a friendly and conversational touch to every sales call.
Handling inbound sales calls may not be easy at first. But once you get the hang of it and apply these strategies, you can increase your sales and improve your performance in no time.
Outsourcing partner 123Employee can help your company gain an exceptional voice-trained inbound calling team to provide a range of voice-related services and boost your overall sales.
The best way to handle inbound sales calls
Call handling skills might be tricky but they can definitely be learned. These techniques we’ve shared must be practiced by your support teams to improve on their inbound phone calls.
If you were to apply these best practices, your ultimate goal of winning over your client’s sales decision by the end of the conversation. But without learning call handling skills, you won’t be able to control the situation. Hence you will lose your customers and lower your sales conversion.
To execute convincing phone calls, you may use these inbound call center sales techniques to follow through on every call. You just need to find which practices will best fit your needs and dynamics.
If you still find all of these approaches laborious and time-consuming, you can find an external provider where you can outsource sales calls, and all other inbound call services.