What are classic no-go's in telephone acquisition?
Unfortunately, most of them are only obvious when you are told them. We invited a coach to do this some time ago and looking back, we can say that it was definitely worth it. So if you are also thinking about coaching, please get in touch. I would happily recommend our coach at the time. But okay, let's get to a few examples.
You're already in the middle of a conversation and your potential customer reveals a question or a supposed counterargument to you. Regardless of whether you think they're right or wrong. Saying something like "you know, that's a common prejudice" will catapult you into a corner you don't want to be in. To put it somewhat exaggeratedly, you're implying that your prospective customer is unreflective and has little idea. Not very friendly, is it? Especially when you keep in mind that, contrary to our expectations, emotions are the main purchasing motive, often before the pure facts. In sales, you hear individual fears or reservations more often. However, you should always keep in mind that the explanation is probably new to the person you're talking to. Part 10 of our bosnia and herzegovina telegram screening sales series looked in more detail at how you can recognize your customers' questions and fears .
People don't buy products, they buy solutions to problems and good feelings.
Anne M. Schüller
Telephone acquisition tip: Ask closed questions
Ask open questions to get the conversation going. The opposite can be achieved with closed questions that the person you are talking to can answer with a simple yes or no. I think there are few things in telephone acquisition that are more unpleasant than a completely unbalanced ratio of speaking time. So ask open questions to give the person you are talking to a chance to start. Then a conversation can develop and your telephone conversation will be much more relaxed.