The objective for this stage is in building value so that the prospect would agree to the purchase and needing actions which include selecting those advantages that relate to the prospect’s needs and turn them into benefits. Make a brief and powerful presentation and keep the prospect connected throughout the presentation by asking questions.
Before telesales executive make a telesales call, telesales executive should write down a thorough list of features and advantages. During the call, telesales executive should select only those advantages that can turn into benefits for that specific customer.
After that, put them together to make the sales presentation. When telesales executive make a sales presentation over the telephone, the worst enemy is the prospect’s capacity to pay attention to what telesales executive are saying. Telesales executive cannot help control distractions in the customer’s environment.
All telesales executive have are words and tone of voice. A normal person’s ability to display focused attention on what is being said over the telephone is not longer than a few seconds, so a sales presentation should be as brief as possible. It should not take longer than 2-3 minutes. Telesales executive should also ask the customer a question halfway through the presentation, in order to keep him interested.
“What do telesales executive think about it so far?”
“What’s your opinion about this aspect?
Extracting only the advantages relevant to prospect’s needs turns them into benefits and helps telesales executive bring more value to the product or service telesales executive are promoting. The value the customer sees in the product or service is a direct balance between costs and benefits. The more benefits telesales executive brings to the balance, the bigger the value gets. If the value is big enough, the customer will want to proceed with the purchase.
A good presentation will help prevent any objections that might appear later on. Most prospects care about what they get for their money. That is how value is built. If they don’t see the value, then they will not buy.
