The customers today are much more informed and have a premium on their time. This means that the tendency to go for a kill, to be over-aggressive can turn off a prospect. Soft-selling tactics certainly work better in today’s scenario.
How should a sales person behave?
A sales person is one who sells something, isn’t it? That’s true of course; however, in the changed business environment this is not enough. The concept of selling has undergone a sea change over the past two decades. Just going out there with the sole intention of selling something wouldn’t serve you anymore; people now want something extra, something more. You definitely need to focus on providing value added services in addition to selling your service or product.
Present yourself as a problem solver:
Even though the ultimate objective of offshore B2B telemarketing companies is to sell; truth is that customer today does not want to deal with a hard-core sales person. They want a problem solver for their issues with a customized solution. So, approach your prospect as a problem solver with intent of identifying and alleviating their pain instead of presenting yourself as a sales professional interested only in selling your product/service.
Offshore B2B telemarketing companies can tap new business avenues by changing their approach and looking to help their customers. To keep the interest of the prospect above your own will help you create trust and credibility and develop long-lasting relationship with them.