Telesales usually involves engagement of prospective customers also called as prospects, over the telephone, as part of the sales process which results sales for the organization.
Hence, telesales is a proactive approach for contacting prospects in an outbound call. Depending on the objective of the call it is divided as
- A lead qualification call is meant to find out more information about the customer, in order to determine if or how the product or service you are promoting can satisfy their needs. Qualified leads help salespersons save time, by making the sales call only to people meeting certain eligibility criteria for becoming a buyer of the respective product or service.
- A lead generation call is made to determine the prospect’s degree of interest and to set a face-to-face meeting with a sales consultant. High-value products or services (such as houses, cars or industrial supplies), aren’t sold exclusively over the telephone. However, the telephone helps establish the first contact, and arouse interest for the specific product. Lead generation calls have the objective of generating interest which can be turned into a sale in a face-to-face meeting.
- Sales calls have the objective of persuading a person to agree to buy a product or service. They are effective when promoting lower value products or services, which prospects are more likely to agree to buy directly over the telephone. The aim of a sales call is to have the customer’s approval in the course of one call.