Angelika Eder : Yes and no. The "persuasion tactics" typical of call centers won't get you anywhere in a demanding B2B environment, but will be perceived as a nuisance. Serious telephone acquisition consists of 70 percent listening and only 30 percent speaking. This is the only way to ensure that you are offering exactly what is needed.
Sven Sester : In these 30 percent it is then about convincing that you are the best choice?
Angelika Eder : Yes, this is where good preparation really comes into play. When you speak, you have to be able to get straight to the point about your USP, your unique selling point . Long cameroon telegram screening explanations don't help and are just annoying. If you want to sell successfully , the telephone forces you to be concise and brevity, even more than other media. Especially since it conveys confidence.
Sven Sester : How do you achieve this confidence on the telephone?
Angelika Eder : Well-formulated sentences about your unique selling point can be learned by heart at the beginning. That way you have them ready at the crucial moment. Over time and with a certain amount of practice, you become more confident and start to play with your repertoire. From then on, it starts to be fun. Then you move around in your specialist area like a fish in water. And the customer notices that, because people want security.
Angelika Eder : Above all, the certainty of making the right decision. It doesn't matter whether you buy coaching over the phone or a packet of margarine in the supermarket. You want to be sure that your decision is the right one. That you can say yes with a clear conscience. That depends largely on the confidence of the person advising you.