Understand sales prospecting

The commercial field encompasses a wide range of sales strategies. The latter are becoming more and more efficient with the advent of new technologies. Then come several marketing techniques, each as impressive as the next.

Among these techniques is sales prospecting or selling through prospecting. This form of sales is carried out by means of the telephone. It takes the form of cold calling. Sales are handled by telesales agents.

Naturally, the process can be tiring and repetitive. However, with the right strategies and thoughtful approaches, the task will prove to be enjoyable.

At first glance, sales prospecting consists of looking for new potential customers called prospects.

They will become “customers” once they have made their first purchase or subscription to the service they have been canvassed.

However, the way to approach a prospect and an existing customer is different given that the telesales agent has no idea what they are like.

In this sense, the telesales agent must always think about adopting a certain number of behaviours oriented towards the comfort of the customer.

Posture on the phone must also take precedence in terms of know-how. Active and attentive listening will crown the telesales’s commercial effectiveness.

The principle on which telesales agents must base their actions remains customer satisfaction, while ensuring that the customer is touched at least by what is being offered to them.

In addition to behaviour, there are many techniques that need to be mastered. As small as they are, they go a long way in meeting the needs of customers.

In particular, we will raise the establishment and follow-up of an impactful sales pitch. Thus, a telesales agent’s speech must be structured, well presented and filled with arguments.

Then come the objections from the customer’s point of view. These can take many forms, but all lead to negotiation. But it’s up to the telesales agent to prepare to answer them in order to follow up with the customer later.

To accomplish these tasks, the telesales agent must arm themselves with state-of-the-art strategy.

It is with this vision in mind that the content of this training has been designed. Indeed, each page will be a step in order to acquire the most advanced sales strategies, especially since you are a telesales agent.

Towards the end, you’ll know inside out how to make a sale using cold calling.